Blogs

By: Bill Rust
Mon, February 14th 2011

I talk with a lot of people who practice getting better at things they enjoy doing.On a nice sunny day, driving ranges and putting greens are filled with people practicing their game.  Many executives have golf clubs at their office so they keep their skills sharp. What would it take for salespeople to decide to dedicate themselves to practicing their sales skills with such diligence?Sometimes we need to see things differently to understand what we need to do to get better […]

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Tags:
Sales 2.0    
Categories:
Open Mic    
By: Craig McQueen
Fri, February 11th 2011

For today's blog post I have an exercise for you.What does the word "Craftsmanship" mean to you? Take 60 seconds -- write down some words and phrases that describe craftsmanship. Write down the names of some people who you admire as true craftsman. Don't read further until you have your list.For me it brings up many images. I picture someone who takes pride and care in the work they do. They are admired for the results they achieve. They would have learned and been […]

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Tags:
S3    
Categories:
Open Mic    
By: Damien Moroney
Thu, February 10th 2011

You more than likely have noticed by now that some folks just have a knack for getting people to open up. They have a large amount Emotional Quotient: what we refer to as the ability to ask hard questions in a soft way.You may well be one of these people. As sales leaders you may, in fact, wonder why others, particularly your team members, have a hard time asking clients hard questions. It seems to me that people who have this ability learned at a stage in their lives there's some […]

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Tags:
sales management    
Categories:
Leadership/Coaching    
By: Craig Christensen
Wed, February 9th 2011

Thinking about the New Year ahead and accompanying resolutions, it struck me the other day that something I've noticed about myself is shared with many of the sales leaders I work with around the world: The gravitational pull of saying "Yes" and the gravity-defying ability to say "No."As sales leaders, it's easy for us to take on new things. Even at our own Ninety Five 5 basecamps, our client sales leaders tend to look at our many tools and methodologies ( […]

Many of us have had a "slip of the tongue" with email, inadvertently sending a message to the person we were talking about instead of the colleague we had intended it for.Had we been communicating with both at the same time we'd have written that response differently.  The intent is the same, but often, when we're sending a quick note or question to a co-worker, we tend to talk in shorthand without all the pleasantries.Mistakes happen. And I very recently f […]

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Tags:
intent    
Categories:
Let's Get Real    
By: Sean Frontz
Mon, February 7th 2011

Over the next several weeks, I'm going to explore the concepts of FILL through the lens of Stephen Covey's The 7 Habits of Highly Effective People.  Let's face it, some of us are more effective at consistently "filling the pipeline" than others.  What makes those who are effective, effective?  Let's spend some time exploring this and see if we can mutually uncover some answers.To start, you have to understand several concepts tha […]

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Categories:
Fill    
By: Craig McQueen
Fri, February 4th 2011

When I was younger I had a strong interest in weight training. My wife and I were very fortunate to have a professional bodybuilder, Laura Binetti, as a trainer (that's her to the right). She designed a training program for us that used the latest workout techniques for building muscle mass and losing fat. Of course the program wasn't enough to get huge and shredded -- we had to train. My training was further enhanced by having a fantastic training partner (who happened to be […]

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Tags:
S3    
Categories:
Open Mic    
By: Damien Moroney
Thu, February 3rd 2011

Over the last couple of blog posts, we have covered Ninety Five 5's approach when it comes to managing opportunities in the sales pipeline. When coaching, we work with our sales leaders to have their teams focus on fewer and execute them to a higher degree.We find when salespeople work many opportunities, quality in preparation and execution of meetings, proposals, etc. decrease -- which lends to fewer wins and more losses.We also discussed how to present this new way of managing […]

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Categories:
Leadership/Coaching    
By: Joe Thomas
Wed, February 2nd 2011

The B.O.W., of course, is the "Business Opportunity Worksheet." It's a powerful tool and this thing rocks!  I'd like to share with you a few insights to it (and there are many, many more than a few). Quick review: The B.O.W. has four quadrants we complete based on the highest priority issues of our clients.  The upper Left is: Problems/Pain/Current State.  We understand and note details about what they're experiencing and if […]

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Tags:
yellow lights    
Categories:
Win   Flow