Every Client Matters,Every Deed Matters, Every Person Matters

Sales Coaching

Subscribe to Sales Coaching: eMailAlertsEmail Alerts newslettersWeekly Newsletters
Get Sales Coaching: homepageHomepage mobileMobile rssRSS facebookFacebook twitterTwitter linkedinLinkedIn


Top Stories

New-Media on Ulitzer This year we have seen almost every company, every blogger and his duck, feverishly posting their "annual predictions" before the December 31 deadline, as if there is such a deadline, and as if anyone cares about what they think in most cases. This is followed by a dozen or so 'paid' predictions news releases every day by companies who are pushing their "wish lists from 2010" as "predictions" and hoping that they come true. If you do a quick Google search on "2010 predictions" you will land on a predictions potpourri of more than 5,000 stories (the last time I looked). I especially enjoyed Fly Fishing Predictions for 2010, Identity Theft 2010 Predictions, The 2010 NFL Mock Draft Predictions, and Plastic Surgery Predictions for 2010. You even have the predictions of the "magazine industry" here. What magazine industry? I didn't know dinosaurs ma... (more)

IT Lessons from the King of Pop

Want to change the face of IT in your organization? You might find inspiration from a very unlikely source: Michael Jackson. You don't have to be a fan of the late superstar to recognize how the mega-successful Jackson changed the face of music. Can the face of IT be changed by following some of Jackson's best practices? Here are some insights straight from NeverLand that IT managers can consider to help change the perception of IT within their organizations. 1. Innovate by looking internally.  When Jackson changed the world of dance, he did not seek inspiration from areas outside the world of contemporary dance. He looked to a familiar and close community for creativity:  hip-hop dancers. That's where much of his innovative choreography came from. From an IT perspective, some IT managers look outside their organizations for innovative best practices and inspiration. ... (more)

Top Sales Executive to Share His Insights on Ulitzer

Lee Novak, one of the top sales executives in the country, launched his Ulitzer blog to share his experience, insights, and sales coaching tips. Lee Novak, a Sales Management Executive for 25 years, uses a proven people-first, client-first philosophy. Lee has a reputation for building teams that not only are high-performance groups but also that do business the right way, at the right time and for the right reasons. Novak publishes his Ulitzer blog posts on his two topic sites: Lee Novak on Ulitzer (http://leenovak.ulitzer.com) Team Building (http://teambuilding.ulitzer.com) Sales Coaching (http://salescoaching.ulitzer.com) He received numerous awards for his sales leadership, innovativeness and measured performance while working in various executive roles at ADP Dealer Services (a Fortune 500 company in the technology and service sector) for 21 years - where he was... (more)

Convert Your Site Visitors Into Paying Customers

The conversion rate of visitors to a website turning into buyers is an extremely important part of a successful Internet marketing campaign. If you’ve decided that you want to test a sales page for your product/service here’s exactly how to do it. The first thing you need to do is you really get inside their headspace. Walk a mile in their shoes. What motivates them? What scares them? Then start with... Headline The headline is the first thing people will see and will only read on if it’s of interest to them. Same as with a newspaper article. However, on the Internet the headline is even more important as if they don’t like what it is about they will not just read another story but click the back button and you’re done. So what captures people’s attention? A lot of things but in a sales situation what you want to make the headline is a benefit. A strong benefit to t... (more)

Are We All on the Same Page?

I listened to a new client's 'pitch' yesterday. Turns out they have a great story. There are just a few glitches. One in particular is pretty common - and a potential killer. The client is so brilliant they lose everyone in the process of telling their story. This team understands their positioning story and Pivot Points; their company value, market/customers and offerings. They have intellectual property that truly is game changing. Their vision for the future is simply jaw-dropping, even to a jaded geek like me.  But it takes a while, a long while, for customers to 'get' their story. Why? Because their solution IS game changing. It's innovative and yet oh-so-simple in its approach. People have a hard time understanding because it is out-of-the-box thinking. It's a new paradigm - and that means the audience has to grasp a new way to think about a known topic. Many ... (more)

Coaching the Star Performer

Dear Lee, I have a tenured sales person who has a history of overachieving his sales quota for the past three years. In fact, he has been one of the top performers in the company and is excellent at closing business in competitive accounts. However, his service after the sale and his follow through is the worst on my team. Clients have complained frequently about feeling as if, he only cares about them when he is selling them something and then he disappears, doesn't return phone calls, etc. I have attempted to coach him on this deficit but quite frankly, he doesn't take criticism very well and I have seen no improvement. How can I counsel him to improve without damaging his level of high performance? Frustrated in MN Dear Frustrated, As a Manager you have to always manage with the following three pillars. First is the CLIENT, second is your TEAM and third is th... (more)

Pick the CEO, Not the Company

Most organizational experts will tell you that when joining an organization, the company's culture is the key to determining whether you will thrive or suffer in a given work environment.  While this is true for a mid-level manager or individual contributor, the closer you get to the top, the less a culture matters and the more the CEO's leadership and management style impact your work satisfaction. I learned this when early in my career I was a director at a privately held company that was acquired by a much large public company.  In a matter of a few weeks our approachable, personable CEO was replaced by a top down, autocratic manager who announced at our first management meeting, "there's a new sheriff in town, and if you don't like my way of doing things, feel free to leave before I make the decision for you." Later on, with a few battle scars and bumps along the ... (more)

100 Ways to Kill Your PPT Presentation

A CEO once asked me, "As an executive coach, what are the top mistakes you've seen when business leaders give a presentation"? He was expecting just a few insights, I'm sure. But once I got thinking about all the mess-ups I'd seen, I just could not stop writing them down. What started as a Letterman "Top Ten List" took on a life of its own. So, for all you executives getting ready to present, here are 100 of the top mistakes I've seen over the years. 100 Ways to Bore Your Audience Don't have a story Show lots and lots of slides Don't have clear messages Have plenty of bullets and lists Don't break your deck into sections or "chapters" Have 100 disconnected slides Don't have an introduction that "wows" people Read the slide word for word To make a point read the slide twice Don't close with a strong and memorable ending Don't use examples Make sure you use at least 1... (more)

Tales Keep Prospects Talking

We all talk about defining leads, managing leads, the nurturing process and other facets of lead generation, but the most important component of good lead generation is overlooked - the content strategy. Demand generation communications are often approached in a one-off fashion as a reaction to an upcoming milestone, like a new product launch, or an event, such as webinar registration. When that’s over, the campaign is discarded in favor of the next “hot” idea in the market. We talk at our prospects and customers in single threaded, one-way electronic statements – when we have the opportunity to have ongoing, interactive conversations that keep them talking. Lois Kelly sums it up succinctly when she says, “…the goal of marketing is not to assert conclusions but to engage an audience in a dialogue, which leads people to discoveries of their own.” [Beyond Buzz, 2007] ... (more)

The Secret of Business Growth in 2010

Having had their fill of the economic downside, business leaders are truly ready for the eventual upside. Apparently, U.S. companies are preparing for a global economic recovery to begin in the first half of 2010, according to a new "Road to Growth" market study from AT&T. Key study findings include the following insights: Business Agility and ROI Pressures In today's economic climate, U.S. companies have significantly shortened the time frame over which a Return on Investment (ROI) is delivered. More than half of U.S. IT executives stated they are under pressure to deliver a return on investment in half the time than previous efforts. As a result, two-thirds cited that the change has affected their IT budgets, strategies and priorities. The study found that companies are less willing to invest in longer-term projects -- where the return does not come quickly. One CIO sta... (more)

Everyone Wins When Employees Work at Home

Working from home is a rare grand slam, game winning business trend. In the contact center and elsewhere, the transition from commute to telecommute benefits employers, employees, end user customers and the environment alike. Employers can turn their business models upside down and have a huge advantage when contact center agents work at home. More and more businesses understand that the agent-employee — whether in customer service, sales or help desk — is a key asset, and retaining that asset is a must-do. Outrigger Hotels had over 100 agents in a Denver contact center to serve its properties in the Hawaii, Asia-Pacific and Oceania regions. Over the course of a few years, Outrigger moved all of its contact center agents to work-at-home status, utilizing a Software as a Service-based contact center solution. The move significantly reduced tardiness and reduced agent ... (more)