Blogs

By: Joe Thomas
Wed, March 16th 2011

If a client has a monkey on their back, (a problem they want to go away or a result they want to achieve or even a "yellow light") don't let it jump onto your back... prematurely.Because most of us are service-oriented we often attempt to take the monkey.  We lower our shoulder and even coax the monkey to jump… don't do it!Instead guard your back and ask: Is that monkey heavy? Are those flies I can see? Is it itchy? Is it affecting your social li […]

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Tags:
yellow lights    
Categories:
Win   Flow    
By: John Jantsch
Tue, March 15th 2011

I've long been a fan of the social media sharing site Slideshare. Slideshare allows you to upload presentations, much like YouTube videos, and then have them converted to flash movies that can be viewed on line and embedded into web and blog pages.The site has grown significantly over the last few years and is also a great place to get some really good and really bad examples of PowerPoint use. Presentation owners can enable all manner of viewing, sharing, and downloading or choos […]

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Tags:
lead generation    
Categories:
Open Mic    
By: Sean Frontz
Mon, March 14th 2011

I'm here in London, England with a thought for the week: Intent. People don't care how much you know, until they know how much you care.

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Tags:
intent   S3   ninety five 5    
Categories:
Fill    
By: Craig McQueen
Fri, March 11th 2011

You invest a lot into your job; in fact, the majority of your waking hours are spent working. You exchange an investment (your time) with an expected return. How should you calculate what that return is?Financial compensation, being clearly defined, providing short term reward, is the most common measure. Financial compensation though is not a measure of how well your investment will perform in the future. Put another way, if your pay check is taken away from you, what are you left wit […]

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Tags:
ROI    
Categories:
Open Mic    
By: Damien Moroney
Thu, March 10th 2011

As many of you know, we're big believers in "call plans" here at Ninety Five 5. The idea of a call plan is to help your team prepare for and execute an effective meeting or phone conversation.  We design them around client meetings, but call plans can be used in any number of meetings – internal, employee meetings, for instance. Today I'd like to discuss two important elements of a call plan: the "End in Mind" and "Key Beliefs." […]

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Tags:
End in Mind   Key Beliefs   S3   Call Plan    
Categories:
Leadership/Coaching    
By: Joe Thomas
Wed, March 9th 2011

This week's post is another quick one. Here's the question: if it were illegal, absolutely against the law to be an effective salesperson… would there be enough evidence to convict you?Hey, it's all about what we do!It's one thing to learn about technique and process and effective communications and another thing to do it.  We all know things we can do to be more effective… so what are we waiting for?  Let's do what we kn […]

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Tags:
S3   Deliberate Practice    
Categories:
Win   Flow    
By: Mahan Khalsa
Tue, March 8th 2011

A lot of good salespeople and consultants are skilled problem solvers.  Hear problem, solve problem.  Of course before they can solve the problem they need to understand what the client is doing currently and what is causing the problem.  Once they find out, they can tell the client what they need to do.The client says they can't close their books by the 5th of the month and the salesperson asks questions about the process and technology they are using, […]

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Tags:
S3   Helping Clients Succeed    
Categories:
Let's Get Real    
By: Sean Frontz
Mon, March 7th 2011

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Tags:
S3   ninety five 5    
Categories:
Win   Fill    
By: Craig McQueen
Fri, March 4th 2011

Does this scenario happen to you? Once a year your company comes out with some new products. You are sent on training to learn the new features. Marketing creates some flashy brochures, webcasts and literature. You are then asked to go sell it to your customers… easy, right?In the past you might have phoned up your customer asking for a meeting so you could tell them about the new products. The customer sometimes even encouraged the behavior. They are curious about what' […]

By: Damien Moroney
Thu, March 3rd 2011

Continuing our theme of the "culture of coaching," I would be remiss if I didn't address a more personal element for us sales leaders. Yes, you guessed it: In order to lead a culture of change we must be prepared for, open to, and willing to act upon: feedback.If you have been following any of our blogs you more than likely know that at Ninety Five 5 believe in the concept of deliberate practice. Deliberate Practice is purposeful, concentrated effort on a specific skill, […]