I like coffee. Dark, black coffee. Espresso. No cream. No sugar. Just dark, black coffee. You? But I look at coffee differently than you do. I don’t “wake up and drink it.” I venture out to a coffee shop and an early morning meeting, and oh, by the way, I have coffee. My goal each […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2014-02-24 06:06:402016-08-08 16:02:28How is a cup of coffee like a sale? When it’s with a customer!
Question: How do I lead direct reports who are quite a bit older than me? StrategyDriven Response: (by Roxi Hewertson, StrategyDriven Principal Contributor) Indeed, the chances of leading people senior in age and experience to you are quite high given the delayed retirements and demographics we see today. This is not a bad thing; in […]
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All outside salespeople have ‘windshield time’ – the time you spend behind the wheel, or in some form of transportation, going to and from appointments. Windshield time is a critical time both for the anticipation of the sales call and for the aftermath of the sales call. REALITY CHECK: How are you taking advantage of […]
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Leadership Role #5: Managing the Action Cycle When making requests of team members, a leader must set clear expectations and conditions of satisfaction. This allows employees to request the resources they need to fulfill their project commitments. It is then the leader’s responsibility to ensure that these resources (e.g., budget, staffing, and time) are made […]
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Leadership Role #4: Building Followership Leaders require followers who are committed to achieving the mission – ideally people who believe in both the vision and the leader and who want to be there. To create such a devoted followership, leaders must remember that they are also followers – not only in the sense of supporting […]
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https://www.strategydriven.com/wp-content/uploads/MeetingBoredum.jpg283425StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2014-01-29 06:55:252019-08-24 15:30:32The Advisor’s Corner – How Do I Deal with a Calendar Full of Meetings?
I get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may relate to your job, your life, and (most important) your sales thought process right now. Dear Jeffrey, This is my first week in car sales. Can you tell me what sections […]
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As the co-inventor of ACT! contact management software, the product credited as the catalyst for the Customer Relationship Management industry, I’m surprisingly not a champion of the concept of ‘managing relationships’ at all. I don’t think entering data, scheduling activities, or even communicating with someone amounts to ‘management’ in any meaningful way. Even if the […]
https://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.png00StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2014-01-24 06:27:082016-01-31 13:35:38It’s Your ‘Reputation’ Stupid: the Real ‘R’ in CRM
Leadership Role #3: Making Alliances In today’s fractured, highly competitive, information-driven business world, collaboration is the name of the game. Therefore, an important competency leaders must possess is the ability to make smart, strategic alliances. Alliances open up new possibilities, creating new conditions and resources that allow us to play games we could not play […]
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Photo credits: Cheryl Lawson If you have a business or project going in this modern era, you need to include social media marketing in your long-term plan. Social media is here to stay and you need to participate, like it or not. If you approach this with enthusiasm as a planned part of your mission, […]
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How is a cup of coffee like a sale? When it’s with a customer!
/in Customer Relationship Management, Marketing & Sales, Practices for Professionals/by Jeffrey GitomerI like coffee. Dark, black coffee. Espresso. No cream. No sugar. Just dark, black coffee. You? But I look at coffee differently than you do. I don’t “wake up and drink it.” I venture out to a coffee shop and an early morning meeting, and oh, by the way, I have coffee. My goal each […]
The Advisor’s Corner – How Do I Lead Those Older Than Me?
/in Diversity & Inclusion, Practices for Professionals, The Advisor's Corner/by Roxi HewertsonQuestion: How do I lead direct reports who are quite a bit older than me? StrategyDriven Response: (by Roxi Hewertson, StrategyDriven Principal Contributor) Indeed, the chances of leading people senior in age and experience to you are quite high given the delayed retirements and demographics we see today. This is not a bad thing; in […]
Windshield time. Before and after opportunities.
/in Marketing & Sales/by Jeffrey GitomerAll outside salespeople have ‘windshield time’ – the time you spend behind the wheel, or in some form of transportation, going to and from appointments. Windshield time is a critical time both for the anticipation of the sales call and for the aftermath of the sales call. REALITY CHECK: How are you taking advantage of […]
Where Have All the Leaders Gone?, part 6 of 6
/in Management & Leadership/by Chris MajerLeadership Role #5: Managing the Action Cycle When making requests of team members, a leader must set clear expectations and conditions of satisfaction. This allows employees to request the resources they need to fulfill their project commitments. It is then the leader’s responsibility to ensure that these resources (e.g., budget, staffing, and time) are made […]
Where Have All the Leaders Gone?, part 5 of 6
/in Management & Leadership/by Chris MajerLeadership Role #4: Building Followership Leaders require followers who are committed to achieving the mission – ideally people who believe in both the vision and the leader and who want to be there. To create such a devoted followership, leaders must remember that they are also followers – not only in the sense of supporting […]
The Advisor’s Corner – How Do I Deal with a Calendar Full of Meetings?
/in Practices for Professionals, The Advisor's Corner/by Roxi HewertsonHow do I deal with a calendar full of meetings that are wasting my time?
Salespeople have questions. Jeffrey has answers.
/in Marketing & Sales/by Jeffrey GitomerI get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may relate to your job, your life, and (most important) your sales thought process right now. Dear Jeffrey, This is my first week in car sales. Can you tell me what sections […]
It’s Your ‘Reputation’ Stupid: the Real ‘R’ in CRM
/in Customer Relationship Management/by Mike MuhneyAs the co-inventor of ACT! contact management software, the product credited as the catalyst for the Customer Relationship Management industry, I’m surprisingly not a champion of the concept of ‘managing relationships’ at all. I don’t think entering data, scheduling activities, or even communicating with someone amounts to ‘management’ in any meaningful way. Even if the […]
Where Have All the Leaders Gone?, part 4 of 6
/in Management & Leadership/by Chris MajerLeadership Role #3: Making Alliances In today’s fractured, highly competitive, information-driven business world, collaboration is the name of the game. Therefore, an important competency leaders must possess is the ability to make smart, strategic alliances. Alliances open up new possibilities, creating new conditions and resources that allow us to play games we could not play […]
7 Tips for Social Media Marketing
/in Marketing & Sales/by Adam PrattlerPhoto credits: Cheryl Lawson If you have a business or project going in this modern era, you need to include social media marketing in your long-term plan. Social media is here to stay and you need to participate, like it or not. If you approach this with enthusiasm as a planned part of your mission, […]