Seven Elements of an Effective Team
Successful team members don’t do the same thing at the same time. They do the right thing at the right time. And while team members work together toward a common goal, individuals still must play their separate parts in the process. As organizations rely more on teams to innovate, problem solve, produce, and compete at […]
Seven Steps to Win-Win Negotiations
We define a win/win negotiation, as an agreement that is equally beneficial to everyone. All parties come out of a negotiation with a workable agreement that benefits everyone involved. If your current negotiation strategies are not working for you, change your strategy. Think win/win and let the other person know about it right away. Be […]
Six Tips for Coaching Salespeople to be Productive Again
Everyone who has been selling for a while knows sales can be a roller coaster. The peaks and valleys of sales are a fact of life. One of the most challenging tasks is coaching a veteran salesperson that has reached a plateau and is struggling. Or worse, has reached a performance level where they are […]
3 Keys to Prospecting Success
Simple ways to get more prospecting results with less stress By Michael Caron, President, Northbound Learning Prospecting is universally the least liked aspect of a sales professional’s existence. Frustratingly, it also represents the greatest potential for income growth for most of us (including me). Here are 3 key areas for prospecting, or better put, business […]
Don’t JUST Listen!
By Jack Cullen Take the advice of a good friend of mine, a Long Islander named Don. “Think about your BEST friend. Picture that person in your mind’s eye. Now, with that person in mind, think about WHY you regard them as your best friend.” Specifically, what is it about them that lead you to […]
Add simple marketing prior to your prospecting calls and watch your results soar
By Michael Caron, President, Northbound Learning Would you like a simple, inexpensive way to increase the number of meetings booked from your prospecting call efforts by 50% or more? I know—that’s like asking if you’d like to pay less in taxes. Of course! The secret is to get a “marketing letter” into your prospect’s hands […]
Dealing With Difficult People
By Len D’Innocenzo, CEO, CRKInteractive Unless you work on a deserted island, dealing with people is a fact of life. The better you are at it, the easier it will be to get along—on and off the job. No matter how even tempered you are, you probably know one or two people whose behavior put […]
Connecting to Mr. Big Cheese (Part 2)
By Michael Caron Last time, we discussed part one of a strategy for connecting to high level decision makers, or who we affectionately call, Mr. Big Cheese. In this section, we’ll pick up at the point where Mr. Big Cheese has received your carefully written, benefits-oriented letter and you’re ready to make the phone call […]
Connecting to Mr. Big Cheese (Part 1)
By Michael Caron When determining an entry point when selling into an organization, it’s always better to start high and be “pushed down” than to start at a lower level and claw your way up to the ultimate decision maker. But how do you get your message through to, what we at Northbound Learning call, […]