Archive
What CEOs Who Sell Know
At some level, of course, all business leaders must "sell." But why do so many CEOs, owners, or presidents either remove themselves…
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What You Can Learn from CEOs Who Carry a Quota
Last week in Chicago, I had the good fortune to meet for the first time with the senior vice president of sales for a major manufacturing concern. When I asked whether the CEO of his company made a habit of making sales calls, my new acquaintance's response surprised me.
The ART of Business Operations: Rules, Tools and Glue
Ok, so you're growing the business but have you paid attention to its infrastructure and the extent to which it can support this growth? In today's technically dependent work environment attention must be paid to the tools and glue that binds and keeps a business operation functioning efficiently while preventing it from falling apart under the pressure of expansion. Personal computers have become to the…
Relationships Work Far Better Than Techniques
For the most part, people prefer to do business with people they like and trust. That's why personal relationships are far more effective when it comes to getting people to say yes than the mastering of any sales technique. Let me give you an example: Eighty to ninety percent of the people who go into the business of selling insurance leave the field within a…
Welcome the Complaining Customer
Nobody likes to deal with an unhappy, disgruntled, complaining customer. However, statistics suggest that when a customer complains, we ought to be happy about it!
Capitalizing On Your Moments of Truth
A territory sales rep for Upjohn communicated with her actions when she was denied the opportunity to communicate with words. She was making a joint sales call with her boss, the district manager. The doctor they were calling on worked at a medical clinic that was located on the twelfth floor of a high-rise office building in downtown Los Angeles. It's important to remember here…
