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Thoughts on managing existing accounts to maximize company value PDF Print E-mail
Written by Dave Harman   
Thursday, 01 January 2015 00:00

The new year has started, your hunters are hunting and your existing customers are ordering. How do you know the orders being placed are profitable and a good-fit for your company?

Last Updated on Monday, 05 January 2015 15:56
 
Don’t say what you do! PDF Print E-mail
Written by Marvin Montgomery   
Monday, 29 December 2014 00:00

Every time I’m at a networking event, participants are asked to introduce themselves and tell the group what they do for a living. Unfortunately, that is exactly what most of them do. They tell the audience what they do instead of sharing one of the values that come from what they do.

Last Updated on Monday, 05 January 2015 15:43
 
Hunter vs. Trapper PDF Print E-mail
Written by Marvin Montgomery   
Monday, 22 December 2014 10:11

During a recent coaching session, I was told by an individual that, “I know that I am now responsible for business development but I am not a hunter.”

 

I decided to use an analogy and said, “You really are a hunter. You are just more comfortable with trapping. It may take a little longer but the result is still the same especially if you set out enough traps.”

Last Updated on Monday, 22 December 2014 10:14
 
Avoiding the NO in innovation: Disarming roadblocks and blockheads on the path to creativity PDF Print E-mail
Written by Neal Thornberry, Ph.D.   
Friday, 19 December 2014 13:18

For many organizations, innovation is like a butterfly; it’s beautiful to see when it emerges, but it’s easily destroyed.

Last Updated on Friday, 19 December 2014 13:22
 
Three tips for peak sales achievement PDF Print E-mail
Written by Susan Ershler   
Thursday, 18 December 2014 10:24

Why are some salespeople driven to become top performers while others are satisfied with the status quo? For almost a decade, I pondered this question while leading sales teams at Fortune 500 companies to award-winning performance and simultaneously climbing the seven summits - the highest peaks on each of the seven continents.

 

Ultimately, I concluded that high achievement is possible for anyone who adopts the strategic Project, Prepare, and Persevere® methodology I present in my new book, “Conquering the Seven Summits of Sales: From Everest to Every Business.”

Last Updated on Thursday, 18 December 2014 10:29
 

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