Blogs

By: Craig McQueen
Fri, October 29th 2010

You are hot on the pursuit of a solid opportunity in a competitive situation. How do you ensure your organization is conveying a consistent message about why you should win?One of my previous posts discussed a communication plan of using multiple levels of an organization to communicate at different frequencies and different levels of detail. During times of active pursuit of a competitive opportunity, you can use this communication structure to embed your message at the customer throu […]

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Tags:
Win    
Categories:
Win   Open Mic    
By: Peter Bridges
Thu, October 28th 2010

We've been discussing the concept of change and transition and how they really aren't at all the same thing. As I mentioned last week, change is situational: The new site, the new boss, the new team responsibilities, the new policy.Transition is the psychological process people go through to come to terms with the new situation. Change is external; transition is internal. So unless transition occurs, change will not work. Even "good" changes bring about transitions […]

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Leadership/Coaching    
By: Damien Moroney
Thu, October 28th 2010

Five years ago, when I first introduced FranklinCovey's "Helping Clients to Succeed" to my then sales team, I had issues getting the methodology to "stick." It was a clear case of the "somes." Some of the salespeople used some of the sales tools some of the time!I wasn't sure what had happened. In my mind, HCS was a GREAT sales system -- and I was wondering "why haven't they embraced it?"When I discussed it with the team, I got &am […]

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S3    
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Leadership/Coaching    
By: Joe Thomas
Wed, October 27th 2010

"Do the thing you fear and the death of fear is certain." - EmersonWhat is it that we fear in sales? Is it rejection, asking or answering tough questions, looking bad, competition…what?Nadia Comanici, five-time Olympic gold medalist, said this: "If I work on a certain move constantly, then, finally, it doesn't seem so risky to me. The idea is that the move stays dangerous and it looks dangerous to my foes, but it is not to me.  Hard work has made […]

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Mahan Khalsa   5 Online    
Categories:
Flow   Win    
By: Bill Rust
Tue, October 26th 2010

The key to successfully managing sales projects is to maintain your focus on quality while managing changes to time, scope and costs. Changes in time – I'll get back to you later When will you win the deal you expected to close last month? Next month? Or never? When you are readjusting your forecast, do you understand the reasons for the date changes or are you guessing? Changes in scope – Bigger is not always better When the size of the project gro […]

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Categories:
Win    

Not everyone works for the perfect leader. But what can you do? (Embracing the: "It sucks to be me!" attitude rarely bears the desired results.)Which leads me to consider, on this beautiful Texas evening whether I'd buy a book titled: "The 59-second employee. How to stay ahead of the one-minute manager!"  Conclusion: I would. Now, I don't know how much I would pay -- and before I invest any significant measure of mental resources considering that, […]

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Leadership/Coaching    
By: Craig McQueen
Fri, October 22nd 2010

Imagine you are surfing LinkedIn, you apply some filters and you find the perfect target customer. This person is unknown to you but you are in luck, one of your contacts (an existing customer) knows him. Are you brave enough to ask for an introduction?One of the hardest things to do is ask an existing customer for an introduction or referral. There is fear of rejection by them saying no (or more likely, ignoring your request). There is also fear that if anything goes wrong with the re […]

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Tags:
LinkedIn   referral   referrals    
Categories:
Open Mic    
By: Peter Bridges
Thu, October 21st 2010

Often, Ninety Five 5 works with companies and sales organizations going through significant change. Many times it's called "sales transformation" or "re-inventing our go-to-market strategy," or "upgrading our sales staff and processes."Whatever one calls it, it's generally a large-scale, substantial, and sometimes painful process. In short, it's usually a big change.Today I'd like to begin a discussion on the differences between chang […]

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Leadership/Coaching    
By: Tom Diederich
Wed, October 20th 2010

If you haven't yet joined Ninety Five 5's free online community, this short video explains why you should. It's fast, easy and free to join. Take two minutes and learn about some of the advantages of creating a free account today!

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ninety five 5   5 Online    
Categories:
Open Mic    
By: Joe Thomas
Wed, October 20th 2010

I speak with sales professionals every week and I love to hear successful and "less than successful" stories from their world.One man shared with me how he attempted to implement a clear call for an End in Mind (EIM) and how he went down in flames. ("End in Mind" refers to what we want the client to say, do or decide at the end of our interaction.) Here's his story: He was learning about EIM and agreed with the logic.  He decided that on his next sales […]

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Tags:
yellow lights   EIM   End in Mind    
Categories:
Flow   Win