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Leadership Assessment #19 – Generates Passion

There are hundreds of assessments for leaders. The content and quality of these assessments vary greatly. You can spend a lot of time and money taking surveys to tell you the quality of your leadership. There are a few leading indicators that can be used to give a pretty good picture of the overall quality of your leadership. These are not good for diagnosing problems or specifying corrective action, but they can tell you where you stand quickly. Here is one of my favorite measures. It is the ability to generate passion.

Lesson #3: Customer Satisfaction Means Your Satisfaction

Aside from IBM employees, no one was more important to Watson Jr. than the company’s customers, and nothing was more important than pleasing them – whatever it took. He understood that customer satisfaction lied at the centre of his business success. In the budding new computer industry, marketing would make the difference in attracting new customers, but it was only the satisfied customer who would return to the company time after time.

Who sets your agenda?
In the States, today is one of those weird pre-holiday days.

It seemed important at the time
Last week, I was running from one meeting to another in the city when I passed an old friend on the street. "No time to talk, sorry!" I said as I hustled off.

How to be remarkable
From this week's Guardian: 1. Understand the urgency of the situation. Half-measures simply won't do. The only way to grow is to abandon your strategy of doing what you did yesterday, but better. Commit.

Now Don't You Worry Your Little Self...
The economist Alan Blinder calls himself “a free trader down to my toes.” But what’s that goop seeping between his toes these days?

The Top 5 Reasons to Be a Jack of All Trades
Are the days of Da Vinci dead? Is it possible to, at once, be a world-class painter, engineer, scientist, and more?

100 Ways to Succeed #96
Make a Public "Insane Effort" Upon Occasion; Consider It to Be an "Extreme Weapon" in your Success Arsenal

A lesson in marketing from my dear sweet wife
I was reminded today of a running joke I have with my wife. Occasionally, she will ask me to do some odd job or another and then immediately proceed to tell me just how to do it.

Daily Data
I had a call this morning with a CEO of a young company I’m on the board of. They are well funded so they have plenty of urgency, but no panic, around what they are doing. During the conversation, he asked what he could do to increase the board member’s visibility of the progress they are making.

Game 7 - There is No Tomorrow with This Sales Opportunity
Don't turn opportunities where there IS a tomorrow into a desperate, "How much of a price concession do we have to make?", last ditch effort to close it today scenario, but do turn a customer/prospect-initiated deadline into a Game 7 scenario where you do whatever it takes to earn that business!

Compelling Reasons for Your Salespeopole to Go Mobile

Good Sales Managers know how important it is for their salespeople to uncover needs. But it goes way beyond needs. As I detail in Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, it requires that your salespeople learn about their prospects' compelling reasons to buy. Not just their needs. The issues, problems and frustrations - and even the consequences - that would cause them to spend money and spend it with your company, instead of your competitor. But it goes well beyond compelling reasons.

Game 7 - There is No Tomorrow with These Sales Opportunities
don't turn opportunities where there IS a tomorrow into a desperate, "How much of a price concession do we have to make?", last ditch effort to close it today scenario, but do turn a customer/prospect-initiated deadline into a Game 7 scenario where you do whatever it takes to earn that business!

Great Sales Opportunities That Don't Close
If getting opportunities into the pipeline is the most universal sales challenge, then getting opportunities closed comes in a close second. I'm talking about prospects who aren't ready to say, "yes" but are still "very interested". These calls pose problems for salespeople for several reasons:

Should Special Effects Determine If You Have the Right Salespeople?
One of the answers we usually provide when we evaluate a sales force is whether or not a company has the right salespeople. Of course we must know, right for what?

Why Was the Sales Forecast So Unreliable?
When you identify the reasons, the next step is to identify the hidden cause for those reasons. Failure to identify both the reasons and the causes are why most managers have difficulty getting things to change. And if you can't change the behaviors, you can't change the results.

The Difference Between Selling to Negotiators and Selling to Price Shoppers
Selling successfully to both the negotiator and the price shopper takes good strategy, effective tactics, and timing - you must know when to employ them.

Why 97% Of All Marketers Will Never Become A Top Producer In Their Primary Business!

Let's face it, Internet marketing is not an easy game to play. It appeals to the masses because it appears simple yet very lucrative. People see the stories of the average person making millions online and immediately think to themselves, "If they can do it, I can do it". This is absolutely true but unfortunately when you enter this game you really have no idea what you are getting yourself into. The dreams of living in the fancy house and driving the expensive cars come to mind, excitement and urgency are some of the emotions that they feel. But once the initial "work" is started all motivation is lost and those once positive emotions turn into frustration and doubt. This article will explain how I was able to become a top producer in my primary business.

Is Your Timing Keeping You From Being Successful In Your Business? Part 3
There's a reason why product launches work and there's a reason why you reach more people (and make more money) if you control yourself, don't race through it and do it right. Here's why.

Key Account Sales - More Than Just Important Accounts
Over the last several months I have engaged in several on line disagreements about the importance of asking questions early in the sales process. More than one sales expert has claimed that asking questions violates trust. More than one marketing expert has claimed that asking questions is offensive.

6th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture

SLOW DOWN TO SPEED UP Your salespeople can't wait to do the things at which they are: * most competent * most comfortable * having the most fun * in control * in the spot light The problem with all of that is with what they do: * present * demo * tell your story * provide capabilities * give references * do proposals * give quotes * use company resources and when they do it: * as soon as they can!

What You Need To Know Before Starting A Home Based Business
There are many things to consider when starting a home based business for yourself. In This article I talk about just a few things you need to know before you get started.

Top 10 Qualifying Fact Finding Questions That Will Earn You the Sale for Consultative Selling
Qualifying fact finding questions are directly connected to your industry, your products, your services and most importantly your customers. In consultative selling, I find that asking these 10 insightful qualifying questions early in the selling phase of the sales process saves me time.

5 Tips to Improve Your Sales Approach When Recognizing Prospects
How do you recognize a prospect or what I prefer to call a potential customer? These 5 tips may help both improve your sales approach and increase sales.

Taming The Technostress
How to manage the constant stress of technology demands and information overload by managing your energy and not your time.

The Art of Manifesting the FLOW of Money In Your Life

You may know we all have the potential to have millions of dollars, and live the life of our dreams. As an entrepreneurial business coach that utilizes universal laws, I observe this to be true very often. I would go as far as to say - it's a FACT. FACT: Money is "currency", it flows in and out of our lives like the water we drink . So, how does money FLOW? And what do you need to know to allow financial giving and receiving to happen with ease.

Getting Things Done –Work/Life Balance in your Own Enterprise

You really cannot manage time, but you can manage how you use that time. Everyone gets the same amount of time in each day!. You don’t have 30 hours today just because you feel really busy!. If your goal is strictly to get more things done, why not review this thinking to not just getting things done but getting the right (appropriate for you) things completed or review how you manage the focus of how you use your time. Prioritise your tasks in order of importance/urgency. Far too many of us seem to go through life just “going through the motions”. We have developed our daily habits over time, and our habits have become our life. We may have never actually taken the time to think about what we want and why we want it. How about you?

Create Chaos, Change & Controversy! (...or at least chase after them)
There's a new buzz-word making the rounds. Have you focused on the "trigger event" concept? Can you make it work for you?

Automated Directory Submission. Can It Improve Search Engine Rankings?
If you are thinking about quick and easy ways to improve your website ranking, you may have considered automating many of your submissions to directories and other resource sites. However, doing so could be harmful to your web site. Read this before embarking on a downward journey.

Are Your Sales Reps Hard Closers or Hard Helpers?
Are your sales people learning the sales trade? Or are you letting them off the hook by learning the tricks of the trade?

The Top 10 Simple, Effective, and Affordable Marketing Solutions for Professionals
10 Simple, Effective, and Affordable Marketing Solutions To Start Using Today including: Targeting clients, customers and patients better. Focusing. Doing the two-step. Dropping notes. Stopping No-time excuses. Building Trust. Compelling urgency. Promote, Promote and promote again. Join up. Getting buzzed. What IS working? Go fish. Ten people and one hour. The excitement is building...

How to Use Scripts to Ensure Consistency in Customer Service
Is your first reaction like that of my clients - scripting doesn’t work, scripting is too artificial, scripting doesn’t take into account different personalities? I’ve heard just about every excuse as to why scripts won’t work; but, as I wean my clients onto the idea and they see their bottom line increasing, converts are made. Here’s how to get started.

Writing Tip: A Strategic Advantage that Begins at the Keyboard
When composing emails, you are much more productive if you think and write from the reader's perspective. This simple solution is easier said than done. An officer in charge of a U.S. Navy Shipbuilding facility calls this fundamental change a "force multiplier." He personally models this approach and coaches his staff to do the same – because the benefits are both immediate and significant.

Writing Tip: Avoid worn-out clichés in your closing sentence
To clearly communicate a deadline, timeline or schedule for what needs to get done, avoid worn-out clichés in your closing sentence.

Writing Tip: Five ways to make it easy for your readers
You are more productive when you prominently position your bottom line up front. This writing tip is easier said than done. Here are five things you can do to make your emails and other documents easy to read—and write!

Salespeople Should be More Like Children

Our son wrote a book today. He illlustrated it too. No big deal? He just turned 7. He loves to read and apparently, he must have felt that there weren't enough new books arriving in his room so he decided to create a Pokeman book to read instead. I can't wait until he's old enough to sell something because this behavior translates! When there aren't enough new leads coming in he will simply create his own.

(Guest Post) Optimizing Value in the Economic Downturn [and Recovery]

This article is the second in a three-part series of guest articles on optimization by Dr. Olga Raskina, Lead Scientist, with Emptoris, the supply and contract management solutions provider. As we push on through the troubled economic environment, corporate leaders are laser focused on bringing supply chain management under tighter financial guidelines. An article I recently read in Supply Chain Digest highlighted the typical urgency felt by procurement managers to cut supply chain costs.

Long Days and Short Years

When he was well past 90 years of age, my grandfather shared with me a lesson regarding having a sense of urgency about life. He observed that, when we are young, a day can go by in the blink of an eye, but a year seems like forever. We all can remember playing outside on a wonderful summer's day and then observing, as if by magic, somehow the entire day slipped away. But, at the same time, when we are young, the calendar can seem like eternity. The next birthday, Christmas, or the last day of school is impossibly distant.

Daily Anxiety
For independent professionals who work alone, finding a way to handle isolation and daily axiety is key to sanity.

What’s Guiding Your Decisions - Your Head or Your Heart?
Learn ways to discern when you are making decisions with your head or your heart which affects your results!

Being Present To Your Inner Brilliance
Learn key questions to ask when considering important business and life decisions

Are You Lost In Voice Mail Land?
Technology works with or against us. It can be a barrier between our prospects, customers and our value to them. Your invited to ponder several points that will clear the rubble from your communication path and open the channels for valiant customer care.

Build A Huge Responsive List the Quick and Easy Way
Online business is all about building lists so that you can effectively market to them time and again for the sole purpose of increasing your own income. Firstly, you need to build a relationship and you can do this by applying these two very simple techniques.

Email Marketing Blunders and How To Avoid Them
We all start our email marketing career making some mistakes and here are seven major mistakes I see in my inbox every day.

How to Take Advantage of the Recession

Our economy and businesses are now in a high state of urgency. And as history shows us time after time, some of our most innovative and creative moments in business and our nation are started during recessions, especially the Great Depression. So this is a perfect opportunity for us to step back and seriously recreate ourselves, in our businesses, careers as well as our economy. To re-examine our definitions and models for wealth and “success”.

How to Better Qualify Prospects to Increase Sales
Are you wasting a lot of time with tire kickers? Or have you thought that you truly did do your due diligence only to discover you missed something? Learn what actions you need to take to increase sales because you now know how to better qualify your prospects.

Distracted by Life
'The Frazzled Entrepreneur' isn't at all a myth: it's the fate of too many men who jump ship from their careers to become an entrepreneur without enough thought. Things may not be as urgent as you think!

Home Business Expert: How To Advertise In Print Media
Like any other business venture, how to advertise in print media is also a significant issue even in your home based business.

Ultimatums for the Sales Force - Do They Work?
Suppose you deliver an ultimatum to a salesperson... Suppose you deliver it to the entire sales force... How would you expect them to react? One more thing about ultimatums - they don't work. UNLESS:

Increase Sales by Focusing on Qualified Prospects Who Turn into Loyal Customers
Are you tired of wasting your time prospecting for new sales? Do you find yourself meeting a lot of tire kickers? Then why not invest more time in disqualifying potential customers so that you can increase sales?

Accepting and Embracing All of Yourself

Close your eyes and become aware of your breath as you inhale and exhale. Allow your breath to take you to a silent place in the core of your being where you feel centered and present-focused. When you’re ready, say out loud: “I am okay accepting and embracing all of myself unconditionally”. Notice. Does it feel that every part of you - every cell - knows that this is true about you? If your answer is no, continue to read. This is a signal that there is room for you to step further into your own power and light.

How to Write a Pre Approach Sales Letter that Delivers More Conversions
With email marketing campaigns to Internet landing pages now comprising a significant amount of the marketing budgets, some people have abandon the traditional, word processed pre-approach sales letter. Yet, taking this marketing and sales strategy may be somewhat short sighted.

Five Lessons Learned from the 8 Figure Sale
Read this Case History of the Salesperson who Failed to Close the 8 Figure Deal He Worked on for 2 Years!

The Sales Number Game Continues
Sales is about numbers. How many people you touch, how much you sell and how many dollars you make are just a few of the critical numbers that sales professionals need to know. No matter what is said about numbers they remain part of what is, is. So the question is “How well do you understand the numbers game?”

Where Should Salespeople Spend TheirTime?
A reader asked how much time should be spent on each base path in Baseline Selling. That certainly differs by industry, salesperson and prospect but I can provide you with a few guidelines.

Top Customer Sales Questions to Increase Profits in 2009
Some salespeople and managers think they’ll keep clients happy by not ruffling their feathers with uncomfortable questions — but customers can’t solve problems they don’t acknowledge. Here’s how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business.

The Art of E-Mail Marketing: Take Your Emails From Blah to Bodacious

Business owners are continuing to fail to create e-mail campaigns that effectively converts prospect to clients. Too many business owners are not taking the time to build an online relationship with potential customers. If you are not taking the to create quality communications, you may be destroying your reputation. Are you a victim of a blah email marketing campaign? Do you share meaningless information? Do you realize how many clients you may be missing out on by not creating a relationship with your subscribers?

Time Management

The most valuable resource we have, is time and sales people more than anyone know how challenging it can be to cram everything that needs to be done into their available time. According to Stephen R. Covey, author of ‘First Things First’ we should focus on our high priority tasks, those that provide the biggest levers towards achieving our goals. That’s why, being clear on what you want to accomplish in every facet of your life will determine the importance and therefore the priority of everything you need to do.

Prioritizing Your Week

It's the beginning of the week and as you review your calendar for the next five days you have a wide variety of events scheduled. You have some leads to follow up, some important calls to move existing opportunities along in the sales process, and a closing opportunity. In addition, you have some time scheduled with existing clients to make sure that they are getting what they need and you have your daily cold calls to make. How would you prioritize your week?

Your Sales Force - Who is Playing on Your Team?
Your worst salespeople lost the only opportunity they had. Devestation, depression, excuse making and inaction. They fail to rebuild their pipeline. Who do you have playing for you?

How to deal with Overwhelm
Changing sense of perception to effectively deal with overwhelm. Using Pride and Courage to face and manage emergency situations.

Succession Planning: Refilling the Pipeline

In the next 3 to 5 years, the first surge of Baby Boomers is expected to exit the workforce. The volume of turnover could be unprecedented and its impact on all organizations will be dramatic. Beyond the loss of people, there will be significant loss of experience, knowledge, perspective and wisdom. This prospect of losing so much talent and knowledge in a short period of time has forced even the most reluctant to take notice and begin focusing on succession planning.

Eight Steps to Nailing a Sales Call
If you’re in business for yourself, you’re probably pretty excited when a prospect calls you, instead of the other way around. The only downside is if you aren’t prepared ahead of time with what to say. Here’s what to do with that all-important call.

Tips on Writing Guarantees

Let’s assume you have a brilliant product or service, and you want to make it an absolute no brainer for people to buy it – what can you do? One of the best things you can do is to take away all the risk for the purchaser and give a guarantee. People these days are worried about being ripped off and want some reassurance that you will not do that to them. By offering a guarantee you reassure them of your good intentions and in doing so, you will reduce their resistance to buying your goods or services.

Boredom: The Gateway to Creativity

We say we want balance and the ability to have more free time, but when outward demands slow down a bit it seems to create a state of imbalance instead. Is it possible that the absence of drama or urgency causes confusion and anxiety? Are we so used to fixing problems that we don't know how to deal with their sudden absence? We say want to be more productive, but will we really be able to improve our ability to focus on what's important and reduce busy work if we're afraid of the silence?

Helping New Salespeople Succeed
This article discusses the evolution of developing salespeople.

What to Do When Your Prospect Goes into Hiding
How many times has this happened to you? You have a prospect that you've already spoken with and when it's time to follow up they don't take or return your phone calls. What's up with that?

How to Go From Dud to Stud in 30 Days

Last Saturday, in blizzard-like conditions, we left Boston for a much needed family vacation. We arrived in the Bahamas three hours later to find sunny, tropical, 90 degree temperatures. Blizzard to Tropical in three hours got me to thinking, as usual, about selling which, for a lot of salespeople, has become more difficult in the past 90 days. Learn how to go from Ice Cold to Red Hot - Blizzard to Tropical - Dud to Stud in 30 Days.

Changing Your Mind for True Wealth: How Do You Know When You've Really Done It?
You already know that it's smart to invest, look for different strategies, and let go of your old safe ways of thinking around money. Blah, blah, blah.

Features, Benefits and Solutions
A solution is, by definition, the resolution of a problem. If you don't have a problem, you don't need a solution.

Three Ways to Reduce Stress and Enlighten Up
When all is said and done, everyone wants the same thing: to be happy. The demands of work and life often make it difficult to reach that ultimate goal. Here are three simple but powerful ways to reduce the stress in your life and enlighten up.

Do Ask...Do Tell
Here are the questions to ask that will get you the information you need to sell.

Your Own Community Service Websites - The Golden Key To Success!
The Internet May Be Global But If You Are Ignoring Your Home Town You Are Leaving Your Most Valuable Resource Untapped! And the best part is that you can literally be up and running in a couple of days and for easily less than $200.00 a year.

Spark Your Innovation IQ & Master Your Power to Create

Spark - Raise Your Mind to the Power of Infinity & Create Anything" Ting! Author, Arupa Tesolin's new book helps you learn to magnetize and magnify the things you want in life so they come rushing towards you like bees to a flower. Tap the inexhaustible supply of the infinite universe to fulfill your desires. In this article Arupa has a dialogue about the important feminine side of creative power.

Accountability, An Essential Element for High Performance

I recently learned a new method for making myself and others more accountable. It is called behavioural contracting and was taught to me by Bob Davies, a trainer and coach based in the U.S. I tried his method and found it highly effective. To make this work you need to have someone, a coach or friend to work with you to form a behavioural contract. Take a look at your one key goal you set for yourself this year, or set one now. My experience is that if we set and focus on one wildly important goal and take action towards achieving it, other areas of our lives or business improve as well.

Practice Patience – “They” Aren't on Your Time Frame

Patience is a virtue. This cliché is the essence of running a work at home business. Impatience can breed failure if you aren't careful. One of the most important areas in which patience is needed, is realizing that YOUR time schedule and your potential CLIENT's or RECRUIT's time schedule may be totally off synch from each other. Whether you are looking at recruiting someone for your business opportunity or attempting to sell your product/service to someone, you need to realize that these contacts and potentials aren't as anxious about your business as you are. Don't get caught up in your own time table that you disregard and in essence toss out contacts that could very well be the best people for your business.

The Psychology Of Color In Web Design
Particular colors spark certain emotions and feelings within all of us. While there are some guidelines that any designer, including a web designer, can follow, it is also important to remember that cultural and regional differences may mean that the same color sparks a different reaction in different groups of people.

Email Marketing Made Easy #21 - Urgency
Urgency is Where It's At! Let's say you've purchased space for a solo ad in an ezine and wanted to expand the above ad. The easiest way to do this would be to add more benefits and a few testimonials. But another effective way is to also add scarcity into your ad in order to give the reader several reasons to respond NOW! For example, you might add the following note to the ad.

You Can Make Things Happen
Thoreau once said, "Things don¹t change, people do." If things are to happen, you must make them happen. Good people and businesses always make things happen. Let¹s look at the essential rules of making things happen.

Selling and Closing Using Product Negatives
Don't be afraid of potential negatives. They can be your strongest sales too.

Getting Bigger and Better: Managing the TOP 10 Risk Factors for Growing Companies

The framework for addressing the 10 Risk Factors is the Organizational Backbone. The vertebrae of this backbone are a company’s Strategies, Systems and Skills: Strategies set the direction and provide context for the business and its employees. Systems reinforce strategies. They are broadly defined as ‘the way that work gets done’. Skills enable effective execution of systems and adaptability to new systems. Most growing companies find that their Organizational backbone is misaligned – a natural result of high-growth.

Keep Your Heart and Life in This at Times When Your Mind is Not
William Shakespeare wrote, "The web of our life is of mingled yam, good and ill together." Life itself is not good or bad, it just happens to find...

The 5 Things Great Managers Sense about their People Every Day
For someone who manages people, being very aware is a vital component in your toolbox. And heightened senses in your everyday business life are critical if you are to get the very best performance from those around you - and for them to deliver the successful results you want. And the good news it that it is easy to build awareness...

Manage Your Daily Traffic

Concentration of power is the ability to focus upon and accomplish the most vital priorities. A priority is an activity to which we assign value. Vital priorities are high payoff and crucial. In business, vital priorities are essential for the existence, continuation, and well-being of the organization. In our personal life they are the priorities that align with our innermost values. How do we manage our "daily traffic"?

Did He Really Lose on Price?

A true story about how one salesperson lost a sale while inadvertently helping out the other guy. Too often, when we lose a sale because the other guy was cheaper, we throw up our hands and blame it all on price. We start crying about lack of quality, lack of service or lack of ethics in the other guy. What a bunch of babies! This is war today and the one who tends to win is the one who hustles! Read this true story and see if you agree!

7.1 Making the case for reform: A pro-poor training strategy
The need for fundamental reform of VET provision in most developing countries is compelling and should, therefore, be seriously addressed by governments and all other major stakeholders as a matter of urgency.

The Personality In Pacing Your Brand

The pacing of your brand can show different personality traits for your business as well. Here’s what I mean: You know how some people are speed-along, action-oriented, getting-it-done people? And others are more thoughtful, methodical, and take their time with things? You can show which type you are in a couple of ways in your brand. Here are the opportunities you have to show your pace in your brand:

Five Levels of Decision Making
Clear, helpful advice on how to approach making good decisions as a leader.

How to Prioritize
To prioritize, first categorize your intended activities according to just two aspects: importance and urgency.

A Sales Success Strategy
If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.

3rd of the Top 10 Kurlan Sales Management Functions
This is the third in my series of the 10 Kurlan Sales Management Functions. #3 - MOTIVATION Motivating your salespeople comes down to getting them to: 1. Do what they won't do on their own; 2. Change their behavior; 3. Do more of what they are already doing; 4. Have more of a sense of urgency; 5. Over Achieve More...

Direct Sales Strategies: Why "Buy Today" Discounts Don't Make People Buy Today, But "Buy Soon" Discounts Do
There is almost as much sales urgency created by a limited time offer as there is with a "today only" offer, and any slight edge in sales urgency created by the "today only" offer is more than made up for by the increase in credibility and lack of perceived pressure of the "buy soon" offer. Learn how to build sales urgency the right way with Sales Giant Training.

Urgent Decisions - Sales and Marketing Training
Urgency is doing...we must do. Top producers get things done more quickly and the fuel for this success, is creating a greater sense of urgency.

You Must Take Action Now... Sales and Marketing Training
You must take action now that will move you towards your goals. Develop a sense of urgency in your life. -H. Jackson Brown

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