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***Confidence is Critical to Entrepreneurial Success; How is it Created?***Maximize Focus and Maximize Your Business Growth***Sales Before Coaching – The Critical Order of Success- More on Business Coaching - Why You Should Hire A Coach - by Submitted on Aug 22, 2007 from J. Glenn EbersoleIn today's competitive business world, one needs to be at the "top of their game." The pressure of business can be overwhelming. Where can business owners, senior executives, executive directors of not-for-profits and others turn to handle the pressure and be powerful performers? My ...
Views: 2243(1 vote) - "Are You Normal & HATE Learning?" - by Submitted on Oct 21, 2013 from Hal Wechsler“Are You ‘Normal’ and Hate Learning?” • 1. Me: “Normal is the opposite of Abnormal, right? Dictionary.com defines ‘normal’ as Average-Ordinary-Common. Add: mediocre & second-rate. • Normal makes you Defensive toward Change, Improvement, and expanding your Comfort-Zone. Are Bill Gates, ...
Views: 2173(1 vote) - "SPIN" Your Marketing… and Boost Your Sales! - by Submitted on Jun 04, 2012 from Angelique RewersWhen it comes to attracting more clients, one area where many small business owners and entrepreneurs get hung up is around how to have an effective “sales conversation” with a potential client. This is especially important if you get nervous or anxious when it comes selling, or if you don’t ...
Views: 945(3 votes) - 'WISH-I'D-KNOWN-THAT' Secrets For a Six-Figure Launch - by Submitted on Nov 14, 2013 from Jeanna GabelliniI'd heard about six and seven-figure launches for years. I dreamed of making that much money in a short time frame but the ins and outs of pulling off that kind of launch felt totally out of my league. I'm just a business coach, not a marketing wiz ... so why try? My marketing mentor told ...
Views: 1556(1 vote) - *** Harvesting Green - by Submitted on Aug 14, 2009 from Lumari ~ Psychic and Psychic Readings ExpertEXPAND YOUR GREEN HORIZONS Our environment is an elegant vital system of life. It is a source of inspiration. Imagine the first light of dawn glistening over the oceans. Imagine a sweeping panorama from the heights of mountains. Imagine the sweet scent of flowers or the deep fragrance of ...
Views: 3171(1 vote) - *** Use Your Intuition to Train Your Staff - by Submitted on Aug 14, 2009 from Lumari ~ Psychic and Psychic Readings ExpertTUNE INTO YOUR STAFF TO HELP THEM SUCCEED Your staff is a most powerful resource to help your business and your vision grow. While each person is hired to implement certain responsibilities in your company, your input and guidance brings their talents to new levels of fulfillment. Using your ...
Views: 2933(1 vote) - ***8 Things Every Business owner Needs to do Weekly to Thrive - by Submitted on Feb 16, 2015 from Marty Park1. Review Your Numbers: Every business owner who review their numbers each week knows exactly how they are tracking on the bigger plan but also on the immediate cash flow. They quickly know where things are at, what actions may need to be taken (A/R calls) and they can make better informed ...
Views: 3737(2 votes) - ***Be Distinct Or Be Extinct - by Submitted on Oct 06, 2008 from Sam ManferCustomers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes. ...
Views: 1847(1 vote) - ***C- Level Selling: Increasing Your Chances of Winning Competitive Bids - by Submitted on Mar 17, 2009 from Sam ManferThe key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline. If you’re not winning at this ratio, then either you are ...
Views: 2220(1 vote) - ***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide - by Submitted on Jul 08, 2010 from Sam Manfer“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. ...
Views: 3523(1 vote) - ***C-Level Relationship Selling Eliminates The Need for Low Price Bidding – A Case Study - by Submitted on Jun 19, 2008 from Sam ManferHere is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding. Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer’s (B) production. It was a special fab with ...
Views: 1996(1 vote) - ***C-Level Relationship Selling – How to Differentiate When Selling - by Submitted on Dec 15, 2011 from Sam ManferIt’s easy to differentiate if you use numbers names and details because all of yours differ from all of your competitors’. In the greater scheme of things, your products or services are similar to competitors’. But, in the finite scheme of things every competitor is different – different ...
Views: 1943(1 vote) - ***C-Level Relationship Selling – Use Your Golden Network to Win Sales and More - by Submitted on Oct 04, 2010 from Sam ManferThink of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells. There are ...
Views: 2628(1 vote) - ***C-Level Selling - Large Account Plans Require Both Parties’ Participation - by Submitted on Mar 15, 2012 from Sam ManferMost sales people make two key mistakes when building a large account plans or as I like to call them relationship plans. First they build the plan by themselves or with the help of their teammates instead of with the inputs from the C-levels and influential people of the large account. ...
Views: 2053(1 vote) - ***C-Level Selling - The Most Powerful, Yet Least Used Sales Questions - by Submitted on Jul 20, 2009 from Sam ManferStatistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order. The purchasing discussion usually goes something like this, "Send me a proposal." Then there's some ...
Views: 2445(1 vote) - ***C-level Selling Tip 7 – Leveraging Your Golden Network - by Submitted on Oct 16, 2009 from Sam ManferGet support if you want to sell faster and easier. Selling is a team sport. Use the people with whom you have a professional relationship to get to know others. Build relationships with them and keep moving up and out. You have a golden network of people. I call this your info/intro ...
Views: 2641(1 vote) - ***C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers - by Submitted on Oct 26, 2009 from Sam ManferSubordinates, administrators, purchasing, etc. keep you away from their bosses and the real decision makers because they fear losing something – power, ego, job, recognition, authority, etc. However, don’t assume to know what it is because you could be wrong. Get them to tell you why they ...
Views: 2948(1 vote) - ***C-Level Selling Tips – Keep Competition Out of Your Key Accounts - by Submitted on Mar 02, 2012 from Sam ManferCompetitors are constantly approaching your top customers and their C-level executive staffs with offers of better, easier, and cheaper. If you’re nothing special to the high ranking staff you’re vulnerable to replacement. If any of the staff had missed expectations, you’ll be talked about ...
Views: 2102(1 vote) - ***Defining a Coach: Coach vs Consultant, Business versus Personal - by Submitted on Apr 17, 2015 from Marty ParkThere are so many options these days when you look for professional help as a business owner. There are traditional consultants, advisors, mentors and, of course, coaches. There are executive coaches, business coaches, career coaches, personal coaches, goal coaches … where does someone go to ...
Views: 4288(1 vote) - ***Instant Success - by Submitted on May 08, 2013 from Jim AllenAs a success coach, I have a lot of fun working with energetic, motivated individuals who are eager to turn their dreams into reality. They’ve made that important step from talking about success to actually creating it. In helping these “doers” create the necessary strategies to achieve ...
Views: 3139(2 votes) - ***Maximize Focus and Maximize Your Business Growth - by Submitted on Feb 05, 2015 from Marty ParkEvery person in an office struggles with focus and fighting off distraction. For a business owner or entrepreneur, the challenge of finding and holding focus is critical each and every day. While the cost to a company might be significant if staff are surfing social media all day, the cost to a ...
Views: 4020(1 vote) - ***Networking Works; Cold Calling Leaves You Cold - by Submitted on Feb 20, 2008 from Sam ManferMany managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message. ...
Views: 1399(1 vote) - ***Preparations for C-Level Presentations Make Perfect - by Submitted on Apr 13, 2009 from Sam ManferYour final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain. Therefore you’ve ...
Views: 1790(1 vote) - ***Presentation Tactics to Make Your C-Level Audience Buy into You - by Submitted on Apr 03, 2009 from Sam ManferYour presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control. So what you say and ...
Views: 2642(1 vote) - ***Sales Before Coaching – The Critical Order of Success - by Submitted on Jan 29, 2015 from Marty ParkSo many people who get into coaching say they connected with the value and contribution of being a coach right down in their bones. They hear about what coaching offers to clients and about the rewards it can give back to them and they just know it’s the right career. This is true for personal ...
Views: 4225(1 vote) - ***Sales Management -- Selling and Business Development in the 21st Century - by Submitted on Aug 04, 2008 from Sam ManferThe marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st century, selling and business development ...
Views: 2132(1 vote) - ***Sales Training: 8 Steps To Close Sales Quickly - by Submitted on Sep 11, 2008 from Sam Manfer"Start with the end in mind," as Steven Covey of 7 Habits of Highly Effective People says. So let's start with booking the order and work towards where the selling process starts. 1. How Do You Get the Order? Get all the powerful people - especially the most powerful person - to commit to ...
Views: 2187(1 vote) - ***The Lessons of Endurance - by Submitted on May 08, 2013 from Jim AllenOn December 7, 1914, Ernest Shackleton and a crew of 28 men aboard the ship ENDURANCE entered the pack ice off the continent of Antarctica. Their goal? To be the first party to trek across the continent on foot. It was a goal they would never achieve. Now, nearly a century later, the tale ...
Views: 4035(1 vote) - ***The Proactive Recessionary Birds will Catch the Economic Recovery Worms - by Submitted on Feb 25, 2009 from Sam ManferOpportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by? The world is changing, and that’s scary. But like all change, it brings opportunities, making right now an exciting time to get in on the ground floor of ...
Views: 1725(1 vote) - ***The Two Most Neglected Selling Elements - by Submitted on Aug 26, 2008 from Sam ManferThere are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales. The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how well you or your sales people ...
Views: 1706(1 vote) - ***Three Reasons Why Becoming Your Neighbourhood Coach Will Transform Your Business And Generate 6 Figures. - by Submitted on Jul 18, 2017 from Mark BownessIt’s easy to have big dreams and goals as a coach, to build a global profile and to have signifiant impact on a worldwide stage. There is nothing wrong with these goals, in fact I actively endorse them. However, many coaches fail to recognise the importance of becoming your “Neighbourhood’s ...
Views: 5269(1 vote) - ***Turn Prospecting Rejection into Future Sales Opportunities - by Submitted on Jan 27, 2009 from Sam ManferProspecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in ...
Views: 1936(1 vote) - ***Turn Prospecting Rejection into Future Sales Opportunities - by Submitted on Jan 27, 2009 from Sam ManferProspecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in ...
Views: 1936(1 vote) - ***Want More Money? Learn to Apologize - by Submitted on Dec 20, 2017 from Dr. John SchinnererPeople who apologize more earn higher salaries. That is the finding of a study done by Zogby International. Zogby was asked by their client, The Pearl Outlet, to find out more about customers who were buying pearls as a way of ...Apologies Related to Higher Pay John Schinnerer, ...
Views: 5319(1 vote) - **Your businesses force field – Is it keeping the customers in or out? - by Submitted on Feb 07, 2014 from Mick HawesWe had just returned from a brief family holiday in Fiji and while I was there I began to think about the energy or vibe or feel of a small business and how powerful and profitable it can be when you get it right. If you have ever been to Fiji you would have experienced "Fiji ...
Views: 1170(1 vote) - 10 Tips For Emergency Presentation Coaching - by Submitted on Aug 23, 2011 from Milly SonnemanHow do leaders prepare for big presentations? Do they read books, watch videos or jump into a last minute seminar? Top executives choose better ways to get ready…find out their top 10 tips here. Big day coming up? No time to plan, prepare, and get up to speed? No problem. More and more senior ...
Views: 1463(1 vote) - 10 Tips For Learning Presentation Skills Online - by Submitted on Aug 26, 2011 from Milly SonnemanPeople have been learning presentation skills online without getting the full benefit. Discover the top 10 tips for how to change all that…and get the most out of learning new skills, virtually. Sadly, many online training programs are passive. They rely on text-based classes that do not ...
Views: 1293(1 vote) - 10 Tips For Total Immersion In Presentation Skills Training - by Submitted on Aug 23, 2011 from Milly SonnemanHow can you get the most out of presentation skills training? Take a total immersion approach. Discover the 10 most important ways to get all the benefits of targeted training without leaving your home. For years, professionals have relied on their organizations to provide presentation ...
Views: 1246(1 vote) - 10 Years - by Submitted on Nov 27, 2010 from Julie Cohen10 Years by Julie Cohen, PCC This past week, as you already know if you are connected to me via email, newsletter, Facebook or LinkedIn, is the 10th anniversary of my business. In response to my announcement of a month-long celebration, I’ve been getting emails from clients, colleagues and ...
Views: 1468(1 vote) - 101 Attention-Grabbing Subject Lines for Email Marketing Promotions - by Submitted on Jun 04, 2012 from Angelique RewersEmail marketing to your opt-in list is one of the most effective — not to mention affordable — types of marketing there is. Assuming you’ve built a solid list of people who are interested in the type of information or services you provide, the next critical ingredient is getting your audience to ...
Views: 1390(3 votes) - 14 Reasons Why Audiences Will Love You - by Submitted on Aug 26, 2011 from Milly SonnemanMany sales professionals and business executives dread speaking in public. If you feel annoyed or irritated when participants ask a question…here are 14 new ways to respond. When planning a presentation, most presenters think about one thing. What they will say. They worry and sweat about ...
Views: 1307(1 vote) - 19 Ways to Drive a Steady Stream of Traffic to Your Website - by Submitted on Jun 04, 2012 from Angelique RewersA few weeks ago, I listened to a teleseminar about how to grow your opt-in list to 100,000 subscribers and beyond, when one of the guests shared a great tip. He said, “Think of the online sales process as TLC: Traffic = Leads = Customers.” That’s simple enough. But how do you drive more ...
Views: 807(3 votes) - 3 Huge Brands That Use Chatbots for Better Business - by Submitted on Dec 29, 2018 from Jaclyn TengChatbots have revolutionized the relationship between consumer and company. Today, startups, scaleups, and multinational corporations are using this technology to resolve customer service problems, facilitate communication and provide 24-hour service. Moreover, 34 percent of consumers say they ...
Views: 1218(1 vote) - 3 Keys for Building Your Sustainable Business From the Inside Out - by Submitted on Oct 31, 2017 from Michele MolitorQuestion: What had you go into business for yourself? Was it the money? The hours? The flexibility? The freedom of carving your own path? What had you make the leap into being an entrepreneur? As an executive coach, I most often hear from folks just like you, who want to bust ...
Views: 1571(1 vote) - 3 Project Management Trends That Will Shape the Future of Business - by Submitted on Dec 05, 2018 from Jaclyn TengProject management is relevant to many types of businesses and virtually all industries. If it’s important to your company, you’ll want to understand the following 3 project management trends that will shape the future of business: 1. The Rise of Project Management in Developing Economies May ...
Views: 3749(1 vote) - 3 Quick Fixes to Entrepreneur Website Blunders - by Submitted on Jun 04, 2012 from Angelique RewersWhen you’re starting your own business, one of the first things you’re likely to do is create a website. After all, in today’s business world, companies and professionals without a website are seen as less credible. Unfortunately, many solopreneurs think they need to spend big bucks to create ...
Views: 811(3 votes) - 3 Sales Secrets to Up Your Chances of Getting to a "Yes!" - by Submitted on Jun 04, 2012 from Angelique RewersA lot of people believe that selling to corporate clients is a lot harder than selling to small business owners. I, of course, disagree entirely. Unlike in the online marketing world, where you need marketing “funnels” and “escalators” and other so-called sales strategies, selling to the ...
Views: 645(3 votes) - 3 Strategies to Help Solopreneurs Tackle the Work/Life Tug of War (and Enjoy More Life!) - by Submitted on Jun 04, 2012 from Angelique RewersAs I was preparing to abandon Corporate America in order to step into solopreneurship, I remember thinking that achieving work-life balance would be soooooooooo much easier after the switch. After all, I’d be working at home. What could be more convenient? “Just think of all the time I’ll ...
Views: 893(3 votes) - 3 Things You Must Tell Clients to Get Them to Buy - by Submitted on Jun 04, 2012 from Angelique RewersIf you’ve ever been to a marketing seminar or read a marketing book, then you’ve likely come across the term value proposition. I’ve never liked the term very much because it sounds like corporate gobbledygook. But really, a value proposition is simply the collection of reasons why a client — ...
Views: 714(3 votes) - 3-Step Formula: Rapidly Sell To New Accounts - by Submitted on Aug 26, 2011 from Milly SonnemanIn search of new clients? Looking for a sure fire way to get your team tightly focused on penetrating and selling to new clients? Try out this unique 3-step formula for rapid results. When searching for ideas around client penetration, it is very tempting to jump into action. After all, ...
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