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[Extracted from: RainMaker Group: “Sales Manager’s Guide to Hiring Top Sales Performers”] The three keys to hiring top sales talent are: A. Identify the Right Behaviors in Your Candidate B. Understand the Motivators of Top Sales Performers C. Determine How Many of the Attributes of Top Sales Performers Your Candidate Possesses. Each of these … Continue reading
1. Don’t hide anything from employees Keep individuals up to date on their status as it relates to the group. All this forces you to have and share your vision, which is what makes you a great leader in the first place. 2. Show empathy in tangible ways You need to be able to understand … Continue reading
Adapted from: “How Successful People Stay Productive and In Control” https://www.linkedin.com/pulse/article/20141110142734-50578967-how-successful-people-stay-productive Forgive Yourself A vicious cycle of failing to control oneself followed by feeling intense self-hatred and disgust is common in attempts at self-control. These emotions typically lead to over-indulging in the offending behavior. When you slip up, it is critical that you forgive yourself and move … Continue reading
Excerpt From: Norman Doidge, M.D. “The Brain That Changes Itself.” iBooks. https://itunes.apple.com/WebObjects/MZStore.woa/wa/viewBook?id=357928935 Brain Maps And The Plastic Brain Spatial reasoning is necessary for forming a mental map of where things are. We use this kind of reasoning to organize our desks or remember where we have left our keys. Kinesthetic perception allows us to … Continue reading
Let the buyer TRUST you. (To buy is to trust.) Establish trust through honesty and credibility early with the buyer. Let the buyer TALK 90% of the time. (It is remarkable how many sales people fail at this!) Switch from TELL mode to ASK mode. Keep asking questions until the buyer is tired of talking… … Continue reading
1. There’s always time. Time is priorities. You never run out of time. If you didn’t finish something by the time it was due, it’s because you didn’t consider it urgent or enjoyable enough to prioritize ahead of whatever else you were doing. 2. Days always fill up faster than you’d expect. Build in some buffer time. As … Continue reading
From Nir Eyal’s talk at PARC 4/10/14 How to Create Habit-Forming Products First determine is the product an aspirin (pain-killer) or a vitamin? In other words, does it address burning need and have quantifiable market or is it a vitamin? i.e. is it nice to have. Habit-forming products go from being a … Continue reading
1. Your Sales Deck: Should not contain information on company finances, such how much money raised, financial projections, etc. Should have short bios on team if you are going to include it. don’t mention anything about part-time people, consultants, etc. Should be very specific on what problem you are solving for that particular customer you are … Continue reading
Extract from: http://blogs.hbr.org/2013/12/the-eight-archetypes-of-leadership/ The strategist: leadership as a game of chess. These people are good at dealing with developments in the organization’s environment. They provide vision, strategic direction and outside-the-box thinking to create new organizational forms and generate future growth. The change-catalyst: leadership as a turnaround activity. These executives love messy situations. They are masters at re-engineering and creating … Continue reading
Extracted From: : http://firstround.com/article/Tell-Stories-Like-This-to-Take-Your-Fundraising-Pitch-from-Mediocre-to-Memorable#ixzz2uYXcll6U Great Stories Are Practiced The first thing to know is that no pitch is static. It evolves based on who you’re talking to, where you are, what you need to get across. You must have a one-minute version, a 10-minute version, an hour-long version. This does not mean having the same story … Continue reading
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