Extensive research by The Gallup Organisation conducted studies of sales forces for some of the best companies, companies that have carefully recruited and selected their representatives. Even in the best companies, it was found that 35% of the sales force did not have the talents necessary to achieve acceptable results predictably. This rather considerable group …
Education, Experience, and Training Do they really matter in sales? by Mick Zangari and Benson Smith Over the past four decades, The Gallup Organization has conducted extensive research into what is different about the world’s best performing sales reps, compared to their more average counterparts. This research, which we discussed in our previous column, included …
Relationship marketing is a sales strategy which focuses on how to build relationships with prospects, thus converting them into customers. This ongoing relationship, which differentiates you from your competitors, ensures that they will buy from you over and over again. Learn what steps to follow in building meaningful relationships with your customers… At the center …
Prospects won’t buy if they lack confidence in you or your product. Buyer confidence must be established and reconfirmed in all phases of the selling process. Obviously the sooner you establish confidence in the selling process, the easier it will be to move on to the next stage of the sale. Each situation calls for …
It takes a coach with talent, skill and knowledge to be effective. First, the coach must assess the state of the team, identify its needs, understand team members’ familiarity and experience with coaching techniques, and work with the manager to develop a coaching strategy that meets his or her needs and is consistent with the …
In my series of blog articles outlining the catalyst for realizing your inner potential, I have been using each letter in the word INVEST (being used as an acronym) to highlight an aspect of “Investing in you potential” . We have already discussed the first three letters, namely “I” for Inspiration, “N” for No Problems, …
In my earlier blog entitled INVEST IN YOUR POTENTIAL, I outlined my formula for a ‘catalyst’ to “bring out your inner potential”. This catalyst is in the form of an acronym, where each letter in the word INVEST refers to an element of investing in your potential. The blog then explained the first element, namely …
Do you have a clear idea of what the future holds for you? Is it crystal clear? Clarity is power. Sadly, many people do not have a ‘future to walk into’ because they are stuck in the past. Instead of being ‘focused on their future, they are looking into the rear-view mirror’, as it is …
In a series of blog articles based on my keynote talk “Invest In Your Potential”, we have expounded consecutive aspects of investing in your personal inner potential. We have used the word ‘INVEST’ as an acronym to develop six aspects to act as a catalyst in unlocking your potential. Thus far, our blog articles have …
Are you happy with the results in your life? Are you happy with the results in your health, your career, your finances, your relationships, your spiritual and your social life? Listen, the results in your life are a reflection of you. Your results were created by your thoughts, your beliefs and your choices. The good …
