http://www.salesproductivityinsider.com Building Performance Profits and People Thu, 02 Sep 2010 02:21:14 +0000 http://backend.userland.com/rss092 en Many of us continuously look for signs of economic recovery.  And for me, today provided a lot of positive signs! I had 5 appointments today - its a lot in one day for the in depth needs analysis and follow-up I do, and I am exhausted tonight as I finish up ... http://www.salesproductivityinsider.com/i-see-the-signs-is-the-economy-recovering/ "Sticks and stones may break my bones, but "NO" can never hurt me!"  What a powerful quote from the Go For No book by Richard Fenton and Andrea Waltz. Andrea gave me the Go For No book last week at the Sales Shebang in Chicago.  It is a 'short' book that ... http://www.salesproductivityinsider.com/the-no-way/ Technology and work overload have made it easy to lose  the personal touch. Even pushing messages out through social media can be very one way - unless you are in a dialogue.  The good news is that with so many professionals only focused on technology 'touches' it is easier than ever ... http://www.salesproductivityinsider.com/wow-your-contacts/ My 14 year old daughter was reciting a list of adjectives about me during one of our vacation days last week.  One adjective she used was 'excitable'.  And you know what? She's right!  As I return from a long weekend, I am excited!  For good reason. The last two days of this ... http://www.salesproductivityinsider.com/excitable-is-a-good-thing/ Today is my birthday...actually I'm not even supposed to be working - a long held practice from never having to be in school on my birthday since it was always during summer break! But here I am posting this offer...cuz I'm so excited! What am I offering?  A FREE sales course to 2 ... http://www.salesproductivityinsider.com/an-unbelievable-gift-of-sales-success/ It is amazing at how often I observe professionals - sales, leaders and service professionals - realize that they aren't as effective in listening as they first thought. The realization comes through activities and short assessments through our training workshops. The focus on active listening - which is more than ... http://www.salesproductivityinsider.com/are-you-an-active-listener-a-quiz/ Months ago I was interviewed for a potential article about effective sales meeting practices.  Both Alice Kemper and I were on a joint call firing off ideas to the reporter and we had no idea what would work for him... Now that the article is published here in the Insurance and Financial ... http://www.salesproductivityinsider.com/effective-sales-training-meetings/ Today I facilitated a workshop with a group of 40+ realtors. Our topic? Referrals!  Instead of coming in and telling them what to do - collectively their years of experience FAR outweighed mine - I used a Sharpenz ready-to-go sales training kit instead.  The format included each person identifying "I wish ... http://www.salesproductivityinsider.com/referrral-ability/ It's the end of another month. Sales managers and sales pros around the world are faced with the reality of 'their numbers' and efforts for the past 30 days.  Some are happy, some are not.  Because I am fortunate to work with many companies and sales professionals each month, I ... http://www.salesproductivityinsider.com/month-end-dos-and-donts/ A quick tip today - which is simple, but not easy - to show your prospects and customers how brilliant you are. Most people think that we talk our way into situations, sales and deals. But is that true? More often I see sales won by great listening.  Many long-term successful sales ... http://www.salesproductivityinsider.com/want-to-be-brilliant-listen/