Northbound Testimonial: Paul Kennedy
The Challenger Sale is Highly Overrated!
Does the bestselling book on sales provide new insights? Geoffrey James is one of the best sales expert bloggers and is the sales go-to guy for Inc. magazine. I’m pushing this along because he and I are in sync on the bestselling book, “The Challenger Sale” in that it’s mostly a retread of proven selling […]
The Case for Great Training by Disney, A Great Company
When a company like Disney states that they consider training to be a key element in their company’s success, people should listen. They state accurately that training should be embedded in the company’s operation. http://www.inc.com/disneyinstitute/james/operational.html Well said!
Design Your Sales Team Like Steve Jobs Would
Here’s a good post by another sales team development company that I respect (There are many I don’t!) It speaks of the uncompromising approach of Steve Jobs and how we need to take the same line with the design of our sales teams. I agree with the “no negotiation” attitude. As sales leaders, we need […]
When Was the Last Time You Checked Your Phone?
I bet just a few minutes ago! This is a great article inspiring us to change the nasty habit of checking our phone hundreds of times per day into something more meaningful. So many of us mistake being “busy” with being productive. Salespeople, by nature, are very prone to this “busy-ness” syndrome. Doing things that […]
Is “Death of a Salesman” Jumping the Gun?
You can hardly get through a day without reading something about how AI is going to replace people and eliminate careers. And being a sales expert, I’m often asked by salespeople how AI will impact them. My answer is “yes” it will impact you but in both negative and positive ways. On the negative side, […]
Mastering Selling Skills Requires Daily Practice
This is a great article from Fast Company on the importance of daily practice in mastering anything – skateboarding or sales. It emphasizes that quantity, not quality is what needs to happen. Ask yourself, when was the last time I honed my selling skills by formal practice? Most salespeople should be practicing the fundamentals weekly […]
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 […]
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 […]