Posts tagged as:

management

Quiz Time: What’s the Best Way to Lose a Sale?

by Rob on September 21, 2009

In the last post I referenced MRE’s – Minimum Required Employees. These are the insidious employees that linger inside an organization and survive by doing just enough to stay off the performance management radar.

They can’t read the map, never mind find the extra mile.

The post before that was about misleading prospects.

I guess it’s September Sales Screw-ups this month.

What would you do with an employee that blows off a solid lead?

[click to continue…]

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tagged as coaching, customer service, management, MF Wire, sales screw ups

A Brief Tale of Sleaze

September 1, 2009

Unless you are new to this blog (welcome, by the way) you have already noticed that I am a professional speaker, among other things. And, like any business person, I like my phone to ring – especially when it’s a lead.
Friday I got the following message via Google Voice: ”Good afternoon, Rob, My name is [...]

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Sales Managers Do Not Know How To Interview

August 17, 2009

Common comment from clients, colleagues and contacts: sales managers do not know how to conduct an interview.
“All she did was talk about herself”, said one client.
“The manager asked no questions that would allow them to know anything about me that my resume doesn’t already state”, said another.
Attention managers who hire sales professionals: you need to [...]

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Paging Miss Informed

August 6, 2009

Monday was the start of a new Wholesaler Mastermind group. The members all work for the same company and this firm has, like many firms, had to deal with the media dragging them through the mud.
As we discussed a host of topics, we dialed into “how do you choose to communicate with clients when your [...]

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Wholesalers Neglected Due to Management Cutbacks

July 7, 2009

Each month for the last eighteen I have produced a newsletter that goes out to a list of roughly 1300 readers. The list is highly targeted and reaches across the spectrum of professionals in the financial services community.
Since the Great Meltdown began I have noticed an unfortunate occurrence – one that has gained steam month [...]

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11 Reasons To Hire A Coach

May 21, 2009

Often I am asked about my coaching practice.
The number one question is: Why Hire a Coach?
Here are 11 great reasons:

You would like to improve your relationship with your boss.

Bosses are tricky.
Say or do the wrong thing and your career could get stalled in its tracks.
Business and career coaches bring valuable insights that only trial and [...]

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Failure Is Not An Option For The Auto Industry

April 23, 2009

In the post 98% of Car Salesmen Are 100% Forgettable, I told the story about an interesting turn of events that came from a random request to buy one of my URLs, bememorable.com.
In the comments of that post Jeremy Beck, who made the original inquiry about the URL, contributed his thoughts – and I extended [...]

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