Work is a mess. Nearly 70% of people remain disengaged. People are leaving jobs sooner and sooner. Racial bias remains rampant. Despite new communication tools people are feeling isolated. Women continue to be missing in leadership.They are the same issues every year.
If you’re lucky enough to be the latest brand new shiny thing to hit the market you’ll be basking in the warm glow of uniqueness. And if your innovative new product or service offers terrific value to your customers, that they can’t get elsewhere, you’ll have an audience of eager customers willing to invest their dollars and welcome you into their businesses, at least for a little while.
You may have heard a rumor that cold calling is history. I’m here to tell you it’s still very much alive. I know, because I get numerous cold calls at my office every day from people inviting me to webinars, offering me CRM tools, telling me about hiring techniques that get the best employees, and so on. The most interesting ones are from sales people who want to teach me to cold call more effectively! Not to mention the incessant calls I get at home from telemarketers. I don’t believe cold calling will ever go away.
Recently, I was asked to lead a day-long focus group discussion with technology buyers from Fortune 100 companies. There were two senior executives from each participating company. The topic we explored was how they felt about sales and sales professionals and what might be the ideal buying experience.
Sales has been a “gut-feel” profession for so long. Salespeople and Sales Leaders alike have been attributed with some kind of sixth sense that enables them to know what to do and how to do it at just the right time in the sales cycle to score that game-changing deal. This Gandalf-like wizardry has seen many a career accelerate at great speed, only to crash and burn just as fast. But why?
In this initial episode of The Go-Giver Podcast, Bob Burg clarifies some go-giver misconceptions. Then he interviews his Go-Giver co-author John David Mann who shares quite an amazing (and unlikely) entrepreneurial venture when he was still in his teens. Also, how to provide massive value to others daily.
A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed through the different stages until closed.
Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with something like, “May I offer you some coaching?” or “Can I give you some feedback?” just minutes after a high-stakes presentation, emotionally-charged sales call or internal meeting gone awry.
This fall, in the span of about 30 days, a number of my closest friends left their jobs. It all happened in such a short window of time I was convinced that Mercury was in retrograde. There were a variety of reasons my friends gave but most centered around wanting to grow, make a greater impact somewhere else or join a new community of inspiring people.