Saturday, March 29, 2008
Thursday, March 27, 2008
Tuesday, March 25, 2008
Account Management - How to Manage Accounts to Maximize Sales
by Alan Rigg 80/20 Sales Performance Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions:
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1. What is "Account Management"?
2. What skills and talents are required to excel in Account Management?
3. What activities must be performed to maximize Account Management return on investment?
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Sales Recruiting - How to Hire More Top Sales Performers - Part 2
by Alan Rigg 80/20 Sales Performance Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon SUBJECTIVE information. Think about it:
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Sales Recruiting - How to Hire More Top Sales Performers - Part 1
by Alan Rigg 80/20 Sales Performance
http://www.8020salesperformance.com
Monday, March 24, 2008
Wednesday, March 19, 2008
Paying Compliments Pays Off Big
The following is communications expert Bill Lampton speech about compliments management at work.
Get Business With Your Business Card
Communication expert Bill Lampton share with us some tips about how to attract clients with our business cards
Six Steps to Controlling Your Stage Fright
Communications expert BIll Lampton teach us how to overcome stage fright.
Friday, March 14, 2008
Sales Management - How to Define Your Company's Sales Job - Part 2
by Alan Rigg
80/20 Sales Performancehttp://www.8020salesperformance.com
Here are seven additional factors to consider as you define the parameters that produce success in YOUR company's sales job. If you are a salesperson, you can also benefit from considering these questions, as they can help you identify target prospects and further refine your sales approach.Sales Management - How to Define Your Company's Sales Job - Part 1
by Alan Rigg
80/20 Sales Performance
http://www.8020salesperformance.com
Would you agree that every sales job is unique in terms of products and services sold, target markets, target geographies, company cultures, lead sources, sales cycle lengths, and more? Given these many differences, how can you accurately define the parameters that will produce success in YOUR company's sales job?
Top Ten Things Customers Don’t Want To Hear—And What To Say Instead
Author: Bill Lampton, Ph.D.
Championship Communication
http://www.championshipcommunication.com
Think back to recent conversations you had while you were shopping. Unfortunately, chances are very good that sales people who talked with you about their product or service used language that either surprised you, bothered you slightly, or infuriated you so much that you vowed not to do business with them again.
Now, think about the words you and those you work with use when you talk with current and potential customers. What are you saying that offends buyers? What should you be saying?
Thursday, March 13, 2008
Illusion Of The First Time: Keys To Giving A Truly “Live” Performance
Championship Communication When an actor performs in a play for the 10th, 100th or 1,000th time, he or she must create the illusion that this is the first time the actor has said these words, used these gestures and facial expressions or thought these thoughts. Superlative actors create this response, no matter how many times they repeat what they have done previously.
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Put Your Best Face Forward
Championship Communication Blink--a recent book by Malcolm Gladwell--cites research to support the concept that a person's face can do more than mirror the individual's mood. . .it can create a mood for that individual. That is, if you start your day with a defeated look, before long you will become downhearted, even angry. This, of course, reverses the most commonly accepted thought pattern, that the mood comes first, then the facial response. The moral: Set the tone for your day with a happy, confident face, and good things are likely to follow.
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Muzzling the Motor Mouths: Silence Workplace Windbags
Championship Communication Nonstop talkers surround us. They appear to have no concept of time, as they ramble on endlessly--following their request to "talk to you for a minute." You want to treat them courteously, yet demonstrate that you need privacy to finish your work. During my twenty-three years in management, I dealt with blabbermouths frequently, so for the last ten years I have advised clients on how to silence the workplace windbags. Here are my suggestions for muzzling the motor mouths:
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Wednesday, March 12, 2008
Lessons From Best Broadcasters
Championship Communication During the first coaching session I say: "We learn by watching experts in action. You learned to walk by watching your parents' steps. You learned to talk by observing how they moved their mouths. Later in life, you learned ice skating, ballet, golf, baseball pitching, dancing, driving a car and many other activities by watching people who did those activities well."
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How To Make A Strong First Impression: Seven Tips That Really Work
Championship Communication We have all heard this warning: You never get a second chance to make a good first impression.
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Also, human behavior specialists caution that we only have from seven to seventeen seconds of interacting with strangers before they form an opinion of us.
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Handle Stage Fright: Make the Right Choice
Championship Communication Every time I direct a seminar on Presentation Skills for corporations, government agencies, banks, hospitals and other groups, I begin by talking about Stage Fright—because I know that’s the number one concern speakers feel. Among the tips I share about stage fright, this may be the most helpful one: Make the right choice. You see, speakers have three choices when they stand up to speak.
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Getting The Most Out Of A Conference
Championship Communication For almost three decades, I have been attending conferences. For twenty years, I went as a participant, while serving as vice president of three colleges and a medical center. For the last eight years, I have gone to numerous conferences as a professional speaker and seminar leader, while I continue to attend the National Speakers Association’s conferences as a registrant. Here is what I have learned about getting the most out of a conference, so your investment of time and money will bring long range dividends.
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Customer Service At Its Best
Championship Communication
Because we experience so much customer service that annoys us, and even insults us, finding someone who truly cares about customers lifts our spirits. Recently, I visited a company president who says this to his customers: "Your complete and total satisfaction is our goal. We strive to exceed your expectations in every way possible."
I'm referring to Jeff Greene, President/CEO of Greene Classic Limousines in Atlanta, Georgia. Jeff started his professional life as an Atlanta policeman. Holding a second job as a security officer in a nightclub, he felt attracted to the beautiful limousines that transported the club's guests. Jeff put that interest into action, forming his company in 1988.
Celebrating Successes: The Power Of Compliments
Championship Communication
http://www.championshipcommunication.com
Years ago, when I was new in management circles, a veteran administrator decided to share his self-described secret of success. He said: You have to be careful, Bill. I've learned not to compliment my people. Makes them too self-assured, and they get lax in their work habits. Better to keep them guessing.
As I listened, I uttered silent thanks, grateful that Don was a professional acquaintance--and not my boss. Both intuitively and from experience, I knew that managers build loyalty when they celebrate their employees' successes with compliments.
To use a familiar analogy, criticism has the same impact on people that salt does on plants. Stated positively, compliments act as nutrients for people, just as fertilizer does for flowers.Do you want to know some tips about how to manage compliments at home? If your answer is yes, I invite you to read the following article:
Attract Clients With Your Business Card
Championship Communication Let's say you attend a business function. You meet a top tier prospect, and give her your card. Twenty other people do the same thing. So what will make your card stand out from the collected stack? Here are twelve ways to assure that prospects will read your card, and will become more likely to do business with you.
http://www.championshipcommunication.com
Achieving Your Personal Best: Making The Leap From Good To Great
Championship Communication Jim Collins opened his book Good to Great with the statement, "Good is the enemy of great." He explained that when we have good schools, good businesses and good government, we are prone to accept that level of quality as sufficient. Collins observed: "Few people attain great lives, in large part because it is so easy to settle for a good life." What about you and your business? Have you become comfortable - possibly complacent - with what you have accomplished? Sales have been good, your employees seem to be happy and customers rarely complain. Next year, you project, will match or even surpass (slightly) this year.
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A Dozen Guidelines For Using E-Mail
Autor: Bill Lampton, Ph.D. Championship Communication
http://www.championshipcommunication.com/
In most of the seminars I conduct for corporations and associations, I reserve time to talk about e-mail. Why? Because e-mail has become one of our most prominent means of internal and external communication. And guess what. . .our system did not come with a list of etiquette guidelines. So I offer these twelve tips...
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