SalesHQ

When I provide speech coaching for executives and when I direct Presentation Skills seminars for corporations, one of the first points I make is this: Trying to be perfect will ruin your presentation. Why? h4. First: People want to deal with human beings, not flawless robots. To illustrate: When you hear a speaker who is oh-so-precise with enunciation, so programmed with ...

Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship. My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes ...

Meet Jane.  Jane is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Jane’s in all companies. Jane is performance driven, a very good coach and a people person. Each month Jane is put to the test with different sales reps she must coach to success.   IBZ ...

In my many years of observing leaders, I have noticed a number of signs that a person has high potential for corporate leadership. A wide cognitive “bandwidth” - the capacity and inclination to see things in a broader context - is an earmark of a CEO who anticipates how changes in the external environment will affect the business or of a ...

Great managers can inspire, motivate and train employees, but they ultimately can't get the job done without solid verbal communication and public speaking skills. "Since most communication today occurs on a verbal level, it is critical that people learn to speak clearly and convincingly," says Lenny Laskowski, an international professional speaker and president of LJL Seminars. "Everyone needs to learn how ...

h4. 1. Passiveness Leaders cannot be passive. Direction must be given. The needs, wants, thoughts of the leader must be known and asserted. Leaders need not be aggressive. They must, however, have the full range of assertive skills, ranging from basic assertion of their needs through to consequence assertion when their needs are not being met. h4. 2. Unaccountability Leaders take ...

1. Haziness A poorly defined goal leads to a difficult to control change. Organizations become stuck in transition from the period of shock and denial to the period of acceptance of change; letting go of the past. They do so because people have different views on what is the goal. Different views of the goal create actions which are not congruent. ...

The article is about bridging rift, if any, between Sales and Marketing departments of an organization.

Detach From The Outcome If you were ever in a situation where you’ve walked away from a conversation feeling drained or exhausted, chances are there was something you were attached to in the conversation. An attachment is: • How a person relates with a behavior or another person that gives them some sense of self worth or purpose. • A way ...

Are you a sales manager or sales executive? Are you aware that there is a radical change coming to what you do and how you do it? If your company already uses an Sales Performance Management or Sales Force Automation program you may already be feeling the beginnings of the change. If your company has a CRM program, over the coming ...

Leadership is about creating an environment where an act of faith can take place. Your people will follow you when you can communicate your vision, mission, and goals in a credible, trust building fashion. Faith is built upon trust, trust is built upon credibility, and credibility is an abstract thing. Depending upon the values set of the person you intend to ...

Edification is what they refer to it as in the direct sales industry. When selling in a team, edification or promotion of our team mates ensures that the whole team can contribute to closing the deal and servicing the client. Every team has a rainmaker, or star and they ’re often the senior sales rep, sales manager, or even the CEO. ...

 The following is excerpted from Power Ambition Glory: The Stunning Parallels between Great Leaders of the Ancient World and Today…and the Lessons You Can Learn by Steve Forbes and John Prevas (Crown Business, 2009)...  

WHAT IS WRONG WITH MY BUSINESS When economic times happened to be great point in time to be involved with developing business many forgot the real issue of maintaining the business. Money was excellent, a steady stream of calls to be enjoyed. Business owners, employees and in general people were in high spirits and content. There seemed to be no ...

Think you have the skills it takes to succeed as a leader? Take our quiz and find out if a climb to the top is in your future...

As the leader of your organization, the next 6 months will prove to be more pressure-filled then you may have experienced in years. With decreasing prospects and the cost of doing business increasing, a squeeze on profits is inevitable. Companies will look to cut costs and the first place to start is the sales force. The sales force is your company’s ...

Here’s an interesting statistic. 99% of every person’s DNA is exactly the same. Only 1% of our DNA makes us different and unique. Unfortunately, stating that you have a great product, service, staff or company reinforces the similarities between you and your competition, rather than what makes you unique. Most salespeople are saying the same thing when attempting to distinguish themselves ...

When trying to reach a goal very large, you can get frustrated if you set goals too high don't reach them. While you still want big goals you want to make your goals reachable so you can see the success. If you don't see success for long enough most people don't have it in them to keep on going. With 95% ...

A look at what is happening with the next generation shows that women are succeeding in an  ever-widening range of areas, while there is a significant and growing group of guys who are just not going to make it. 

  The chief executive officer of an oil company showed up at a refinery in a designer suit and tie to discuss the firm's affairs with rank-and-file operators, electricians, and members of the warehouse staff -- dressed in their blue, fire-retardant overalls. After being introduced and walking carefully to the front of the room, he removed his expensive wristwatch (let's call ...