Social Media is exploding across the sales world. Salespeople and customer alike carry the same information tools. Devices like an iPad, Kindle Fire, BlackBerry, and iPhone are everywhere. All of us carry at least one device. Customers know everything about what they might want to buy. And their education level on a particular product...
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Every leader and manager in Alabama faces similar challenges. This is the time of year that sets the tone for the rest of 2012. Four ingredients of focus and commitment will help create the success that the organization must have to grow. Results: While many in leadership make accurate decisions and solve problems, it...
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Some leaders are just better than others. And the organizations they represent reflect the quality of leadership in every aspect. When we look at competencies, those attributes and skills that make leaders rise above others, we can look at Dale Carnegie himself and how he approached his career from a work perspective. Through the...
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You would think that leadership and management are two different roles that people with authority in organizations use as they see fit. The fact of the matter is that it is very tough at times to separate these two critical responsibilities. Many situations, especially within relationships and tasks, involve the discretion of both roles...
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The life of a sales’ professional is constantly changing. Customers change; products change, even strategies and techniques change. But one thing that never changes is the part where you ask questions, gather information, and build trust and rapport. Terms like needs assessment, interviewing, fact finding, and qualifying all describe this part of the selling...
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On CBS Radio Network this morning, Charles Osgood, on his daily Osgood File, was talking Dale Carnegie. Both the concepts and the strategies of the Dale Carnegie sessions, workshops and classes come from common sense, and he wondered why these simple concepts of kindness, listening, and interpersonal commonality have to be taught. But...
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Holding profit for salespeople is the same as giving the business a chance to grow. In this economy, many customers want a deal and will go to extremes at times to get what they believe is a great opportunity. In the typical retail environment that involves negotiation, the customer often ends up leaving and...
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It is indeed 2012 and the challenges in Alabama as we head into the first quarter are voluminous in every category. The failures and the mistakes we made in the past year become clear learning examples that must grow our experience and get us better. Back in grade school, during those memorable parking lot...
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The main purpose of a salesperson is to get a little better every day. Most professionals in sales know this and work at getting better. They must also be good at building relationships. By building the bond of relationships built on trust every single day you begin the development of quality prospects. There is...
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The old saying, “You’ve got to have heart; all you really need is heart!” should be a 2012 sales leadership mantra. The lines, taken from one of the songs that the 1955 Broadway (baseball) Musical Damn Yankees, are central to how success can be in the workplace. Dale Carnegie’s Leadership classes have a lot...
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