Blogs

By: Craig McQueen
Fri, October 7th 2011

The other day when I was at the gym I noticed someone, who seemed relatively new to weight training, doing bicep curls. A tendency with bicep curls is to load up the weight and use other muscles (such as the back) at assist in the lift. That was what this person was doing.I was thinking that if I offered to coach I might say something like this:"Look, for bicep curls don’t use the other muscles. Keep your back straight, don’t swing, keep your stomach tight and […]

[ comments (0) ]
Tags:
coaching    
Categories:
Open Mic    
By: Craig McQueen
Fri, September 30th 2011

I am currently reading the book "The Power of Full Engagement: Managing Energy, Not Time, Is the Key to High Performance and Personal Renewal" recommended to me by a friend. A key theme in the book is applying the principle of "periodization," used extensively in physical development, to all areas of life. The key idea behind periodization is that the path to improvement is by applying stress beyond an existing comfort zone followed by recovery (rest).Bodybuilding a […]

[ comments (0) ]
Tags:
 
Categories:
Open Mic    
By: Craig McQueen
Fri, September 23rd 2011

Change is hard to do. Making decisions can be hard to do. Progress toward a goal usually happens through changes and making decisions. Consider some examples: If someone is deciding on a new CRM system they are looking to change their customer interactions resulting in increased revenues. If someone is deciding on consolidating IT infrastructure they are looking to change (simplify) management resulting in reduced costs. If someone is deciding on a gym membership they are looking […]

By: Craig McQueen
Fri, September 16th 2011

The book "Made to Stick" by Chip Heath and Dan Heath discusses the concept of "The Curse of Knowledge." They describe the curse as follows: Once we know something we find it hard to imagine what it was like not to know it. Our knowledge has "cursed" us. And it becomes difficult for us to share our knowledge with others because we can't readily re-create our listeners' state of mind. As a salesperson you know a lot about what your products and s […]

By: Craig McQueen
Fri, September 9th 2011

With a search of the Internet you will find many opinions on what key attributes are to look for when hiring salespeople. Hiring a salesperson is expensive. Getting the wrong person on board isn't just what it costs to pay them but also the opportunity cost of missed sales.At Ninety Five 5 a key attribute of a salesperson we feel is important is willingness to learn. One of our foundational principles is that anyone of average intelligence can become a great salesperson -- if they […]

[ comments (0) ]
Tags:
People   Sales Training    
Categories:
Open Mic    
By: Craig McQueen
Fri, September 2nd 2011

Kids are back in school and autumn approaches. In the business world, autumn is often the time planning is conducted for the next year. Projects are prioritized and budgets are set. Projects with the strongest business case are the ones selected for delivery the next year.You have an opportunity to help your customer with the planning process. Knowing how to conduct a "Structured Conversation" enables you to complete a Business Opportunity Worksheet with the customer. At the […]

By: Craig McQueen
Fri, August 26th 2011

Summer is drawing to a close (unless of course you live in Australia). A common summer pastime is reading a book. Perhaps it's one that has been sitting on the shelf or something recommended to you by a peer (or coach). I find when I read a good book I think, "wow, there are some great ideas in there."  If I don't do something about it though, the ideas quickly become forgotten. I need to somehow work those ideas into my work or personal life. Some steps I […]

[ comments (0) ]
Tags:
 
Categories:
Leadership/Coaching    

Today I decided to do my first "vlog," and what better place than from one of my favorite family vacation spots, Evergreen resort on Lake Huron in Ontario, Canada. Coming here each year is a tradition with my family. Learn how traditions can strengthen the relationships between you and your clients.

[ comments (0) ]
Tags:
 
Categories:
Open Mic    
By: Craig McQueen
Fri, August 12th 2011

My family and I took a vacation to France this summer. We split our time between Paris and Nice. Since there are five of us, I decided to rent a car in Paris and drive to Nice (we were going to need a car in Nice anyway). We spent a lot of time driving. I realized a few things about driving in France that were different:• There are many, many roundabouts.• Although I rented an automatic, it still drove quite differently.• The streets in the towns are small an […]

[ comments (0) ]
Tags:
risk    
Categories:
Open Mic    
By: Craig McQueen
Fri, August 5th 2011

At Ninety Five 5 we often say that success is in the system. What does that mean exactly? Part of my education background is in Systems Design Engineering, where we learned all about different systems – most of them technical. The concept of a system can be generalized, and I'll provide my interpretation of what a system is with respect to sales.The word "system" has many broad definitions. The working definition I'll use is: "A system is set of inter […]

[ comments (0) ]
Tags:
S3   Helping Clients Succeed    
Categories:
Open Mic