Blogs

By: Bill Rust
Tue, December 18th 2012

When you tell someone you have been working with that you need to speak with other people in their organization, you often run into predictable forms of “NO”. They may be polite about it and offer seemingly valid reasons, but the underlying message is clear: “You can’t see them!”   Working with a gatekeeper who seems intent on keeping you from seeing the people who will ultimately be involved in a decision can be challengin […]

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Gatekeeper Objections    
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By: NF5 Press Room
Fri, September 28th 2012

The iTunes Store's newest app, Ninety Five 5 Sales Flashcards, debuted today in a bid to help sales professionals master key conversation responses to commonly asked questions. The app is free and can be downloaded here.Why should you download this app? Because success in sales (as with most things in life) is determined by practicing a deliberate, repeatable set of skills – over and over – until mastery is attained. Practicing key conversation responses helps […]

By: Bill Rust
Mon, July 23rd 2012

A sometimes brilliant response to a question beginning with "Why" is: "Why not?" If that is your answer to: "Why lead?," you may want to rethink your response. I found rare wisdom in a fortune cookie once. It said something along the lines that a leader is someone who takes people to places they don't want to go themselves.  Taking a leadership role requires courage. Courageous action without awareness of the consequences is […]

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Tags:
sales leaders   Leadership    
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Leadership/Coaching   Fill    
By: Bill Rust
Mon, July 16th 2012

Anybody who has ever been involved in sales has heard this one before: "Sales is a numbers game."  After losing a deal, at the end of a long day, when the prospect of getting new business seems to be difficult, it's repeated over and over. It has become almost like a modern-day mantra, reinforcing the notion that all that it takes to succeed is to keep on doing the same thing.  Make more phone calls, visit more customers, submit more proposals. More. Mo […]

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Cold Calling   Cold Calls    
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Leadership/Coaching   Fill    
By: Bill Rust
Mon, June 11th 2012

Sales Leaders who are trying to help their salespeople have different conversations with their customers should consider how they can have different conversations with their sales teams.The same principles for creating value for customers applies to leading teams.Mindset 1: "We both want the same thing."Think about how you can create win-win scenarios with your team so that is clear not just that if they win, you, but also that if you win they win.  Emphasize shared […]

By: Bill Rust
Mon, June 4th 2012

Many sales managers have assumed their current role after being a top performer in sales and receiving a “battlefield promotion.” In other words, they are chosen for the role mainly due to their sales ability, not because they have gone through management training or demonstrated leadership abilities in other areas. Some find that they are able to thrive in their new leadership role. Many find it difficult to develop new skill sets and struggle with their n […]

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sales management   sales coaching   S3   Leadership   coaching    
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Leadership/Coaching   Fill    
By: Bill Rust
Tue, May 29th 2012

When people want to help you, it is natural for them to give you all sorts of advice. Occasionally it is helpful. How are you at providing suggestions? Advice is often misguided and often not at all helpful, especially if it is not actionable. For example, when someone begins tells you, "What you should have done was…" but it's too late now, the rest of the sentence may be counterproductive.For example, if your phone runs out of batteries, do […]

By: Bill Rust
Mon, May 21st 2012

A good plan is like a map. When you understand your current state (where you are now), you should clarify your goal (find your destination), and create a plan to achieve success (draw your route). Just as landmarks can provide assurance along the way, your plan should have milestones built in to help keep you on track. Feedback can help you progress in the most effective and efficient manner possible. Positive feedback should encourage you to continue as planned. […]

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no guessing   feedback    
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Fill   Leadership/Coaching    
By: Bill Rust
Mon, May 14th 2012

"If you tell a joke in the forest, but nobody laughs, was it a joke?" -- Steven WrightStarting out a speech with a joke is a tried-and-true method for breaking the ice, warming up the crowd and easing into a topic.It's the best way to begin a set at local comedy club open-microphone night. What about at the beginning of a business meeting?Meetings in formal business environments can be quite stressful both for you and the other party, especially when you have not met bef […]

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Tags:
humor   intent   Context    
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Leadership/Coaching   Fill    
By: Bill Rust
Mon, May 7th 2012

When you look at two pictures side-by-side, it can be relatively easy to spot the differences between the two.When changes occur over time, it is easy to miss some important details. If you are focused too much on details, you may fail to miss some big changes.The phenomenon known as "change blindness" is explained in the book "The Invisible Gorilla, How Our intuitions Deceive Us." In one famous experiment, before viewing a short video in which two groups of people […]

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Tags:
big picture   perception   change blindness    
Categories:
Leadership/Coaching   Win   Fill