When you're a marketer, you spend a lot of time and money focused on developing your digital assets and getting potential customers to engage with them. You are always looking for ways to increase your digital footprint and grow your traffic. There's some low-hanging fruit that you've missed, though. And it's hanging out right under your nose (or down the hall in a less metaphorical sense). The Hyper-Connected World Makes Everyone a Marketer Instead of looking at marketing as something only the marketers do, what if you considered everyone on your team to be a marketer? With the rise of social media, almost everybody has a … [Read more...]
3 Questions That Will Make You a Better Sales Coach
These days you can find a coach to help you with everything from your golf swing to your marriage to your life. That's because we've realized that we get better faster when there is a detached and knowledgeable observer helping us along. That certainly applies to sales skills. If you are a sales manager, director, or VP, it's important to realize that sales coaching is key to getting better results. This is especially crucial if you are tasked with getting bigger numbers from a sales team that's not going to get any bigger, Unfortunately, though, many sales leaders are horrible at coaching. But with just a simple shift in approach, … [Read more...]
How to Avoid Adding More Anxiety than Absolutely Necessary
Anxiety is a bitch. And it's amazing how much of it we create for, in, and by ourselves. I was thinking about this because as I'm about to become a new father I'm getting asked two questions a lot: Are you ready? Are you nervous? And the answer to both of those questions is "no". Stop Creating Stress Now, believe me, I'm trying like heck to get ready. I'm actually writing this in my home office/half-set-up-nursery. And yes, I definitely have moments where I dive down the rabbit-hole of what-ifs and hypotheticals. But I also hear from a lot of people that you can't really be ready for parenthood until you're thrust into … [Read more...]
How a Sales Script Will Make You A Better Sales Sherpa
"If you want to be a successful Sales Sherpa™, you have to be comfortable using sales scripts." That statement might sound counter-intuitive considering the modern sales environment is increasingly complex, information-saturated, and every-changing. But that complexity in fact drives the value of sales scripts. You shouldn't be "winging it" constantly. Scripting parts of your sales process allows you to engage more meaningfully with your prospects and customers. Instead of spending your time trying to figure out what to say, you'll spend it focusing on the person you're talking to. Why Sales Professionals Resist Scripts When … [Read more...]
Use the Right Words to Make Your Point
The Life Lessons Hidden in Road Construction
There's an old running joke about Chicago weather: "There are two seasons in Chicago, winter and construction." I thought about that as I drove up to see my family in Milwaukee. I went through four road construction zones during the trip that covered almost a half of the 80 mile drive. Road Construction Parallels Yes, it is super-annoying to go through that much construction. But it's work that has to be done (usually). It made me look at some similarities between road work and our professional and personal lives. 1. Maintenance is a part of the game. Entropy and wear is a real thing. Potholes spring up and concrete loses its … [Read more...]
Do the Right Thing Now
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