Connecting the Dots

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How are you at spotting trends, predicting future behavior, and connecting the dots within your chosen profession?

More importantly, how well do you act on that information? Do your resulting actions advance your career, land a big sale, result in a new product or service that becomes a huge hit? Do you fail to act? Are you blindsided before acting? Do you take actions that result in poor outcomes? Continue reading

I use 4 steps – and You?

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No matter my role….Sales Director, Account Executive, Business Development, Sales Mentor…….my selling of security technology (hardware, software, and services) boils down to hard work.  Honing one’s craft, if you will.

I’ve done it door-to-door (starting at age 8! – and again later in life).  I’ve done it with cold phone calls – residential, commercial, and at the enterprise level.  I’ve done it walking through factories, jails, chemical plants, hospitals, schools, utilities, hotels and more.  I’ve presented to Executives, Architects, Consultants, IT Departments, Facilities, Law Enforcement, and every flavor of Security Professional you can imagine. Continue reading

C’mon Salespeople – Step it up

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  • Salesperson 1 shows up two hours late to an appointment with no call, email, or explanation upon arrival.
  • Salesperson 2 backtracks on prior, written, sales programs, resorting to name-calling in the process.
  • Salesperson 3 “drops in” unannounced and offers no focus/value.
  • Salesperson 4 fails to return phone calls and emails – and allows his staff to justify the behavior.
  • Salesperson 5 uses the same canned message for every type of prospective customer.

I know sales quite well. I engage with salespeople all day long. I also sell. Continue reading