Tag Archive for: sales management

The Ride Along

The Ride Along Recent events in Waco (9 killed in biker war at Waco, Texas restaurant) remind me of smaller conference room skirmishes that happen every day. Consider this scene. The curtain opens to show a Conference Room on floor 34 of the big bank building. There are 8 people gathered around a long table. The well dressed […]

Build Trust In a Connected World

Building Trust in a Connected World Today I offered a client some communication advice. Using specific language that helps their prospect come to a “yes” or “no” decision faster. Shortening the sales cycle. Language that hasn’t changed in many, many years.  This article was sent to emphasize the points I made. Especially the part about the […]

How To Spend More Time With Your Clients

How To Spend More Time With Your Clients  Your top people aren’t spending enough time with customers. I was reading a report on activities that professionals can outsource to assistants. Included in that list were activities such as: Reports for clients Correspondence with clients Time Tracking Billing preparation Internal database updates Monitoring workflow Advising clients of […]

MintonDickes on The Seeds You Plant – Sales Prospecting

MintonDickes on the Seeds You Plant (Bruce Dickes & Dennis Minton are Organizational Consultants. Enjoy the Monday Morning Minute.) “Don’t judge each day by the harvest you reap, but by the seeds you plant.” – Robert Louis Stevenson THE SEEDS YOU PLANT

MintonDickes on the Power of Systems for Success

MintonDickes on the Power of Systems for Success (Bruce Dickes & Dennis Minton are Organizational Consultants. Enjoy the Monday Morning Minute.) If you can’t describe what you are doing as a process, you don’t know what you’re doing” – W. Edwards Deming  SYSTEMS – 7 STRATEGIES FOR SUCCESS

Dennis Minton on Building Goodwill

Dennis Minton on Building Goodwill. (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) “The smallest good act today is the capture of a strategic point from which, a few months later, you may be able to go on to victories you never dreamed of.”  C. S. Lewis. BUILD GOODWILL Building a professional […]

Lessons from a Year in Consulting: Sales Training Weekly

Lessons from a Year in Consulting: Sales Training Weekly When starting Chambers Pivot Industries, I have used the excellent guide from Alan Weiss, Phd. titled Million Dollar Consulting. In it, he introduced me to the idea that in order to grow a consulting practice, there needs to be a focus on multiple product offerings at […]

Dennis Minton tells us to Be A Generator

Dennis Minton on Being a Generator. (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) “If you’re not building relationships or communicating ideas you may become a successful order taker, but you’ll never become a successful salesperson.” BE A GENERATOR Every organization has two types of sales reps — generators and interceptors. Generators […]

Dennis Minton on Maintaining Enthusiasm

Dennis Minton with some ideas on how to maintain Enthusiasm, the foundation of all progress. (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) “People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents.”  Andrew Carnegie MAINTAIN ENTHUSIASM Enthusiasm is at the foundation of […]

When to Write a Project Proposal

When to Write a Project Proposal It’s another post in my series on Proposals. This time we’ll cover when to write one. In my first post, Writing a Project Proposal Outline, I covered the 3 part outline you should use to get the most from your submitted proposal. – Don’t go through the exercise of […]