When we think of presenting, we usually think of getting in front of a room of people to talk about something. But that’s not the full story. Presenting is really about communicating who we are and “selling” others on our objectives or ideas. Whether you’re trying to motivate a single employee, ask the boss for […]
Or – everything you’ve ever wanted to know about internet marketing. In this episode we interview Tracy Repchuk – a bestselling author and internet marketing and social media strategist. Options for marketing on the internet are proliferating almost as much as web pages – how do you make sense of it all? What should you […]
Answering a listener request, this episode speaks to the challenges of leading and growing a small firm. We offer both best practices and personal observations from working with many small financial services firms and software companies.
In this episode we discuss 9 principles to negotiating success. Knowing these, and keeping them in front of you, at the advent of any sales negotiation process will enable you to maintain a “win-win” attitude and increase your odds of success.
Sales negotiation differs from selling discussions in that you’re now in advanced stages of the sales process, and you’re seeking to get to a “win-win” that makes the prospect a client, or the client happily buy more from you. We look at the 10 Biggest Crimes of Sales Negotiation, and what you can do to […]
As you start the new year, it’s a good moment to take stock of the past year’s successes and challenges, and to take the best actions possible to ensure success in 2013. In this episode we “cull” best and most appropriate practices for planning sales and selling in the new year. We also give tribute […]
Collaborative principal Beverly Flaxington speaks on “Shifting Difficult Work Relationships Toward Success” to public relations professionals at a PRNews Bootcamp in Washington D.C. Based on her best-selling and Reader’s Choice Gold Award-winning book, Understanding Other People: The Five Secrets to Human Behavior, Bev gives insights and actions you can take to improve work (and all) […]
If you’re a sales manager/person, have you ever had the experience of attending a trade show that made you exclaim “WHAT am I doing here?”, or reviewed a brochure that said nothing like what you say to prospects? If you’re a Marketing exec, have you ever listened to a salesperson on the phone — only […]
Have you ever heard someone, usually a senior manager, say, “We need to change the culture here?” You’ve likely been asked what kind of culture you work best in when interviewed for jobs. And you’ve probably asked an interviewer to “please describe the culture”. But just what is corporate culture and how do you change […]
What’s the real value of a Customer Relationship Management (CRM) system? Are they worth the investment? In this interview with the presidents of two of the leading CRMs in the financial advisor space – Greg Friedman of Juncture (www.junxure.com/public/) and Scott Abboud of Act4Advisors (http://act4advisors.com/index.asp) – we learn why advisors should invest in a CRM. […]