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20
Mar

Still a Place for Grace & Style

I just read an autobiography about George Bush Sr.
 
Evidently, very early in his career he got into the habit of sending handwritten notes to people he met just to say he enjoyed making their acquaintance, and of course thank you notes.
 
Over the years, he sent thousands of them, and of course now people who saved them have a wonderful keepsake, but the real point is that everybody loved receiving them. Read more »

13
Mar

March Madness

Not so long ago, the NCAA basketball tournament was important to basketball fans, but not the huge deal it is today. 
 
Something happened that took the tournament into the mainstream which is a great lesson for us salespeople. 
 
The tournament became “interactive.”  That’s right, instead of being a one way experience where we sat back and watched the teams play, the brackets contests emerged; and everybody in the office got involved in picking teams, filling out the brackets and watching the tournament build momentum and excitement.  It has practically become an annual ritual like the Super Bowl. Read more »

6
Mar

And The Oscar Goes To . . . ZZZZZ

The numbers are in for Sunday night’s Academy Awards and its official . . . it was the lowest watched show in decades. 
 
All sorts of theories are being raised, but two of them should resonate with us as salespeople.
  Read more »

27
Feb

Everybody’s Favorite Word

Here is a quickie for you this week.

During a discussion or a sales pitch, if you want someone to really focus on something you are about to say, drop his or her name in front of the sentence. Thus: Read more »

14
Feb

Joy is Contagious

Billions of people gather around their TV sets and computers every four years to watch the Olympics.
 
Why? Because it is so much darn fun.
 
It is almost impossible not to get caught up in the intense competition and the intensity of the action, particularly in the events where the athlete is only a blade’s edge from wiping out after years of preparation. It is living in the moment at its highest levels.
 
But there is another emotion that is generated in the Olympic experience . . . joy . . . pure joy!  Read more »

6
Feb

What the Super Bowl Commercials Can Teach Us as Salespeople

Great (Super Bowl) game last night  . . . it’s always fun to get into the big show.  And as a salesperson, I always love to watch the commercials. 
 
So here is a question for you:  With all the millions of dollars spent on Super Bowl ads, how come so many of them were . . . let’s just come out and say it . . .  lame? 
 
There were all sorts of commercials that did not really promote the product well or were just plain weird. Given the huge investments and the top talent working on these, how could that possibly happen? Read more »

23
Jan

A True Producer

I’ve been working with one of the most disciplined salespeople I have ever seen in terms of follow up.
 
I am sure she is working off of a CRM platform, but I can set my watch by her weekly calls, follow up emails and various tools her company allows her to deploy in terms of special offerings and deadlines.
 
The whole process gets right to the edge of being slightly annoying except . . . it works! I have been purchasing the services and yes, when I am reminded that it is time for a re-order, I step up.  But without the extra pressure, I am quite sure I would procrastinate or even let the whole thing dissipate over time. Read more »

17
Jan

Time is Money

One of the biggest differences we see between big producers and average producers is the amount of time actually spent on high leverage sales activity.
 
As we all know, since sales is largely a self-managed situation, it’s pretty easy to get distracted throughout the day by paperwork, calls, emails and personal business among many other things.  Read more »

9
Jan

Happy New Year and a Word to the Wise

As we move into 2018 full of energy, optimism, spit and vinegar, I want to ask you to ask yourself the following question.
 

“Who are my five most important, current clients and what am I going to do for them, RIGHT NOW, to add value to their business and remind them that I love them?”

Read more »

19
Dec

Happy Holidays . . . ENJOY!

Many of us salespeople are high in Drive . . . so it is hard for us to downshift during the holidays and to focus on our personal lives and our families. 
 
So just a quick reminder from your old buddy Mr. Shmooze: Read more »