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crit-i-cal: -involving skillful judgment as to truth, merit, etc.; judicial: a critical analysis . Are you critical of your customers and prospects? Do you skillfully judge them? Do you critique their environment, their choices, their current solutions, their approach? You should, it’s the only way to make a difference. Being critical or critiquing your customers and prospects allows opportunities to be found, problems to be uncovered, waste to be spotted, growth to be identified, etc.
Today we're excited to announce the release of our Mobile Interface on the eTourism Content Management System. The eTourism Development Team have been hard at work building an interface that is feature rich but simple to use.
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
A great excerpt from the book The Challenger Sale : This is a great story and is exactly how people should approach selling. When I was an individual contributor, this is exactly what got my blood flowing and got me pumped up. This is the compelling element of sales for me. It’s where the challenge lies. The senior member of the company’s sales leadership team told us the story of a rep who was struggling to gain traction with a prospective customer.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
I’ve worn pink ski goggles for over 7 years now. Why? I thought the pink was really frickin’ cool. How many men do you know wear pink ski goggles? Based on my statistically inaccurate poll, taken from the ski lifts every year the answer is; -Men over 30: zero. -Men (Boys) under 30 a few hundred and the number seems to be increasing year over year.
The average person correlates hard with like. If it’s hard it’s not something to like. This is an unfortunate correlation. Hard means it’s new, different, unfamiliar, outside of our comfort zone. When things get hard it means we are growing. When things become hard, that’s when the learning begins. If it’s not hard, there is no learning.
I’m in Santa Monica today for a Sales 2.0, Social and Mobile conference. It kicked off last night with a VIP reception. The reception talked about the challenges and opportunities for todays sales managers. As you can imagine, much of the conversation evolved around social media and the changes sales leaders are facing today. Frost and Sullivan was one of the panelists and provided some interesting stats outlining sales leadership challenges and opportunities.
I’m in Santa Monica today for a Sales 2.0, Social and Mobile conference. It kicked off last night with a VIP reception. The reception talked about the challenges and opportunities for todays sales managers. As you can imagine, much of the conversation evolved around social media and the changes sales leaders are facing today. Frost and Sullivan was one of the panelists and provided some interesting stats outlining sales leadership challenges and opportunities.
If I could have written a book, The Challenger Sale would have been it. The Challenger Sale has hit on the very sales approaches, coaching, ideas and tenants I have embraced or espoused for most of my career. Not surprising, they do it in a much more elegant and descriptive way. It’s a great book. Rather than wait till I’m finished reading to review it as traditionally do, I’m going to post excerpts here as I come across them.
My friend Anthony Iannarino wrote a great post on his blog about competing on price yesterday. Check it out , it’s worth the read. Competing on price is a constant issue in sales. Competing on price is the default position of the lazy, the scared, the talentless, or the desperate. If you are deduced to price, you’re in trouble. Pricing is a business model, it’s not a sales tactic.
A long time ago, artisans ruled the economic landscape. They were revered for their craftsmanship. Artisans had a distinct journey to becoming accepted in their field. They started as apprentices, then moved to journeyman and finally masters. To become a master, artisans had to show a “master” command of their craft. They had to be the best of the best.
I know a lot about sales. I’ve been doing it for years. I have enough information about selling, sales leadership, coaching, negotiation, client interaction, sales process and more to write a book. I’ve put a number of book ideas through my brain. I know what a book contains. I know what it looks like. I know how good ones read. Books aren’t foreign to me.
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
This week’s What Would You do Wednesday, is going to focus on sales management. Lisa has been your top rep all year. She is going to do about 110% of quota. She’s the hardest worker on the team. Lisa makes more calls, puts in more hours and does more prospecting than anyone else. She’s a monster! It’s because of this effort that Lisa is successful.
I went skiing for the first time today. I went with my oldest two girls. We had a blast. They didn’t want to stop. I love that. While on the hill we had this picture taken. It was taken by one of the Vail photographers that were scattered all over the hill. In bright green jackets; they were everywhere. You couldn’t miss them. They took the picture for free and with in an hour it was auto-posted to our EpicMix account.
If you are into art, check out Laura Gerry. She is an amazing artist. Go visit her website and Facebook Page. Laura recently finished this painting and I love it. I worked with Laura at Avaya. Believe it or not she spends her days with her head buried in spreadsheets. I don’t know how someone so creative can be so successful using the other side of her brain.
I was alone with my 18 month old and had to take a shower. I was late to an event. It was going to be a quick shower, but not taking one wasn’t an option. I knew if I couldn’t keep her busy, she would pound on the shower door crying. Traditionally, when I’m in this situation, I take her in the shower with me. This time, I just didn’t have enough time.
Speaker: Lauren Fernandez - CEO & Founder, Full Course
Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i
I’m at Defrag today and tomorrow. During today’s afternoon session Paul Kedrosky talked about an interesting affliction called FOMO, the Fear of Missing Out. I loved listening to him talk about this. His premise was the fear of missing out was insatiable and built on itself. Those with FOMO could be at the best, most slammin’ party and yet fear somewhere else, there is a better party they are missing.
This weeks What Would You Do Wednesday is going to tackle the infamous “forever prospect.” You know, that prospect that says they want it. The one who is going to buy tomorrow, but tomorrow is always a day away. I like to call them “Annies.” Like Annie from the broadway show. Beth was working with the V.P. of technology at ShizzyBot.
As I shared in my early review of The Challenger Sale , I’m going to post unique and compelling quotes from the book as I move through it. This excerpt is at the core of the challenger premise. . “I understand your world.” and “I’m not here to waste your time asking you to teach me about your business.” What I love about this excerpt is it flips the traditional scripts.
Image via Wikipedia. My cousin lives in Vail and goes to Battle Mountain H.S. The other night Lindsey Vonn visited her school to give a talk. At the end of the talk, my cousins friend Parker got the courage to ask Lindsey to homecoming. and she said yes. Today, the story is all over the place. It’s been picked up by the NY Times, Huffington Post, Yahoo Sports and more.
The race to 100% digital is on. With the restaurant industry still in the early innings of its digital transformation, brands need an airtight strategy when it comes to building out their tech stack. Download the buyer’s guide to learn where to prioritize your efforts and get the most out of every investment.
I’ve noticed a trend lately and I can’t figure it out. This community is growing, views are up and visitors are up. But, comments are down. Their is less engagement here than ever before and I’m not sure why. I’ve looked at posting consistency, that hasn’t changed (Thanksgiving aside.:)) The posts don’t appear to be any less provocative.
Google has announced Google+ Pages for your Resort or Hotel. These pages have been specifically created for businesses on Google+. We'll show you how to create your very own Google+ Page.
The fact that Google favors brands in search results means independent and flagged hotels need to be more proactive about staying on top of their online marketing.
Android users who download the latest version of Google Maps from Android Market will now be able to locate themselves inside airports, malls and big department stores that partner with Google and share their floor plans.
Escape into a world of luxury and dive into the future of tech, fun takes on the American pastime, and many inspirational individuals. With engaging reports on fashion, food, travel, finance, sports, and more, download now and enjoy the read!
Google has just released the new Think Insights with Google from beta, that sports a new playful look, helpful tools, more studies, the latest trends and exciting videos.
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