Blogs

By: Randy
Tue, November 30th 2010

I'm always surprised here at Ninety Five 5 with our clients' reaction to our call plan.  Call planning -- getting organized before a meeting or phone call with a client -- is not something new. And yet I'm amazed at how even very seasoned salespeople react when they are first introduced to our call plan structure. Most immediately say something along the lines of: "I'm going to use this on every meeting." Of course many sales professionals are fam […]

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Call Plan    
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Win   Let's Get Real    
By: Steve Heston
Mon, November 29th 2010

Intro from Sean Frontz: "I am proud to bring you a five-part series of blogs from Steve Heston, vice president of Financial Services at Acxiom Corp.  Steve writes an internal blog within his company, Acxiom Corp. Also look forward to a personal interview with Steve as well in the upcoming weeks." "He who is afraid of asking is ashamed of learning." - Danish proverbAh, the wisdom of the Danes!  I'd have to have a wooden head, not wooden sh […]

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By: Joe Thomas
Wed, November 24th 2010

Many of us in this wonderful profession of sales have used the "demo." There are many versions -- from "live" to the ever popular "verbal," and of course, there's PowerPoint.  It's where we let the client experience directly, indirectly or vicariously (through us) our products or services.A caring teacher at a local school became concerned about the growing popularity of alcohol use among students.  Wanting to make a difference […]

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Flow   Win    
By: Mahan Khalsa
Tue, November 23rd 2010

It certainly seems that sales and marketing should fit hand and glove and yet very frequently clients tell us that's not the case.Both parties may be doing excellent jobs, however, the connections are not as powerful as they could be.  In other situations (to clumsily mix metaphors) not only does the hand not fit the glove, one hand doesn't really know what the other is doing and it is sometimes difficult to verify the hands are both connected to the same body.W […]

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Move Off the Solution   S3    
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Let's Get Real    
By: Colin
Mon, November 22nd 2010

I've spent just over 21 years as a sales professional listening to numerous "smart sales people and their managers" try to improve the selling process for their sales force.Rarely, if ever, did I come across anyone in leadership or within the salesperson's role who tried to improve the buying process for the buyer. It's as if we had become a "tell culture" instead of an "ask culture." Nowhere is this more evident than in a salesperson's […]

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Open Mic    
By: Craig McQueen
Fri, November 19th 2010

A number of years ago I was one of three executives running an IT service subsidiary acquired by a large telecommunications company. Almost immediately after being acquired, a portion of our business was put on the line when one of our customers decided to RFP the work. This multimillion dollar deal was incredibility important to us. We had a large team supporting the response and we partnered with another large firm to cover any weaknesses. We had a history of flawless service with th […]

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Open Mic    
By: Peter Bridges
Thu, November 18th 2010

In my last post I discussed how to help people "let go" in the transition process and stated that the best way to do that is to ask a seemingly simple question: "Who's losing what?" By identifying "who is losing what" -- caused by a change that's been put in motion -- you can begin to help people let go and move through the "ending" process, into the "neutral zone," and finally, on to a "new beginning." (I'll ha […]

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Leadership/Coaching    

It's been said that "discipline without purpose is torture."  If that's true, then "discipline with purpose should be joy." Our "purpose" is simple:  Increase profitable revenue to benefit ourselves, and our stakeholders.Another thought I really like is "communication without context is noise" while "communication with context is… well, music to the ears."  Now let's be clear here& […]

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Win   Flow    
By: Mahan Khalsa
Tue, November 16th 2010

The following has happened several times recently.  We are coaching people who are going to make a presentation internally to their own organization -- either with or without us participating.  We start talking about the "end in mind" (what they would like people to say, do, or decide at the end of the presentation) and one of the options usually seems to be some form of "No thanks -- we don't want to proceed."  The people I have in m […]

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By: Sean Frontz
Mon, November 15th 2010

A wise person once shared a thought with me and it has become a mantra for me over the years.  As I was complaining about something that I needed to do and yet did not really want to do, he shared a thought with me to help get my head in the right place.He said, "You know when it comes down to it, we really only have two choices when confronted with something that we don't really want to do. We have the PAIN OF DISCIPLINE or the PAIN OF REGRET!"Wow, is that a po […]

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