Tag Archive for: sales training

Building the Never Ending Pipeline for Professional Service Firms

In late 2021 I did a virtual workshop with a professional services firm. In the audience were business development managers, a couple full time business development professionals, and a lot of aspiring associates. We were addressing an anticipated problem: rebuilding the opportunity pipeline. This is a version of that workshop, minus the exercises. I will […]

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 […]

Helping Your Sales Team Qualify Prospects with the Budget Question

Helping Your Sales Team Qualify Prospects with the Budget Question “I’ve looked at things from both sides now. . .” There was an article in this past weekend’s Wall Street Journal that used Joni Mitchell’s “Both Sides Now” as a metaphor for life. It’s what comes to mind when describing my weeks as a purchaser of […]

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 […]

Dennis Minton on Excellence (hint: it’s a skill, not an attitude)

Dennis Minton on Excellence. (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) Excellence is not a skill, it’s an attitude. There is an indescribable superiority added to the character and fiber of the salespeople who consciously put the trademark of quality on their work. The mental and moral effect of doing things […]

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 on Watching Your Self-Talk

Dennis Minton on Watching Your Self Talk. (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) “Human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives.”  William James WATCH YOUR SELF-TALK Self-talk shapes your selling life. Have you seen the breathtaking pillars in Mammoth Cave […]

Employees Only Value What They See You Do – How to Use That as a Competitive Advantage

Employees Only Value What They SEE You Do – How to Use That as a Competitive Advantage For those of you that were once front line employees, do you have memories of the executive committee going off on retreat? What usually happened next? A new initiative. An exciting rollout. A refocused effort. Change right? How […]

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 […]

Dennis Minton on Expecting the Best

Dennis Minton inspires us to expect the best! (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) “The most rewarding things you do in life are often the ones that look like they cannot be done.”  Arnold Palmer EXPECT THE BEST You’ve heard it said, “What you see is what you get.” Consider […]