Sales
Market Share Mastery – Free Training
I was a recent guest of Recruiters Connection, delivering my Market Share Mastery webinar. Below is a link to the video recording of that program. Enjoy! Watch Market Share Mastery
Show and Tell – Not Just a Kids Game Anymore
What did you take to your first “Show and Tell” at school? Do you remember the anticipation of seeing what your friends brought and sharing your special toy or item? Now imagine a very different game called “Tell.” The teacher in a kindergarten classroom asks the children to pick out a favorite toy at home, [...]
Smacking Your Clients Upside the Head
Can you really smack a client…in a good way? Is it possible to stop managers in their tracks and leave them absolutely speechless? I am sure that many of you have already answered ‘yes.’ This answer is probably based upon your first-hand experience in being the one who created that WOW kind of moment. I’ll [...]
Market Share Mastery – Part 2 of 2
In Part 1, we covered the first five benefits of increased depth and diversity in your business. In addition to those, increased market share… 6. Makes your firm more attractive to the best talent. Who do you think the very best people want to work for? The firm that barely manages to keep a few [...]
Impatience is a Virtue
William Langland, a 14th century author, is credited with first writing that “patience is a virtue.” Clearly, he was not referring to successful salespeople. I know that throughout my career, much of my success has been a result of my impatience. I want what I want, when I want it. People, especially buyers, have never [...]
Market Share Mastery – Part 1 of 2
Did you know that hundreds of staffing firms will fail during this upturn? No, this is not some cruel joke. This reality has happened in each economic recovery and is destined to happen to at least some reading this posting. That is, unless you take action now. First, let’s look at why some firms fail [...]
Increasing Our Margins and Fees
“Few will have the greatness to bend history itself; but each of us can work to change a small portion of events, and in the total of all those acts will be written the history of this generation.” – Robert F. Kennedy Two important issues face our industry: shrinking margins/fees and low market penetration. By [...]
What Message is Your Sales Strategy Sending?
Nancy, a current member of my coaching program, shared with me the following success story… “I called on a new prospect for a number of weeks. Each time, I got his voicemail and left him the Front-of-the-Box message you taught me. Within two months, he called me back to give me an order. He said [...]
Being Stuck Sucks!
Let’s face it…all of us, at one time or another, get stuck in rut. Common ruts are flat or declining sales, persistent challenges in finding quality talent, or the inability to motivate a team. Take a moment this week and ask yourself… Where am I stuck? With your answer in hand, you may be tempted [...]
