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Blog postThe harder you try to sell, the greater the resistance.
So many of today’s buyers are distracted, overwhelmed, and isolated. The last thing they want is another sales pitch, call, or email. The harder you try to sell, the greater the resistance. Tom Stanfill is here with the antidote. He explains that, to influence, you need to shift your focus from selling to creating receptivity. He shows you how to:
• Break through the noise and get more meetings
• Open a closed doo -
Blog postBrenden Kumarasamy joins our host, Diane Helbig, to share communication tips and tricks to help differentiate any business owner with their speaking against anyone else in their industry by:
- Using Video Messages with Clients
- Implementing 10/10 Feedback Calls with Employees at Work
- Setting Communication Goals That Drive RESULTS
Brenden is the founder of MasterTalk, he coaches ambitious executives & entrepreneurs to become top 1% communicators in their -
Blog postBob Wiesner encourages teams to work smarter, not harder, by reducing pitching frequency in favor of focusing on quality. Wiesner posits that pitching too much creates conditions that play right into the Great Resignation Mindset by minimizing creativity, stifling individual contributions and collaboration, and isolating workers from the bigger purpose of the organization. Bob joins our host, Diane Helbig, to share his thoughts and ideas on this subject.
After 18 years with the world’ -
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Blog postTo create an outsized impact as a small business owner, coaches will tell you to focus on high-ticket clients. But how do you serve them without overgiving and overextending yourself, without losing your hard-fought freedom?
Many business owners reflexively overdeliver in an effort to justify their higher prices. Merel Kriegsman joins our host, Diane Helbig to share how you can avoid this, continue to comfortably set boundaries and deliver value.
Merel owns a global business d -
Blog postby Jeb Blount
When I’m training people how to sell price increases, I start my classes with this: “Raise your hand if you’d like to pay more.” No one ever puts up a hand, because nobody wants to pay more. I seriously doubt that you’ve ever received a call from a customer asking you to please, please raise your prices because they want to pay more.
When the companies you buy from tell you that their prices are going up, you don’t do a happy dance and post on Facebook about your -
Blog postLeo Bottary asserts that the fundamentals of great leadership haven't changed since the 80s. What has changed is how people want to be led. Today's leaders would be wise to listen.
Leo is the founder and managing partner of Peernovation, LLC, and co-founder of The One Advantage. Leo is an award-winning author of three books, including Peernovation: What Peer Advisory Groups Can Teach Us About Building High Performing Teams (2020). He is also a keynote speaker, podcaster, workshop faci -
Blog postRob Volpe joins Diane to share his expertise on empathetic leadership. His insights go beyond identifying why empathy is important in the workplace by offering tangible, practical tips to help leaders clear a path for empathy both within themselves and in their companies.
Rob is a master storyteller who brings empathy and compassion to the human experience. As CEO of Ignite 360, he leads a team of creative professionals serving the world’s leading brands. His book, Tell Me More About -
Blog postIn business, planning must happen during constant change and crises. Concentrating on strategy is incredibly difficult while extinguishing fires. However, strategy is crucial. Nothing else matters if you're missing a critical market trend or failing to stay ahead of the curve.
After 15 years of bumpy and rewarding startup rides, Benjamin Friedman founded a company (Build Scale Grow) to help startups expand exponentially at a fraction of the cost to hire a full-time leader. In the last -
Blog postJeremy Brown firmly believes that writing a book is the best way to leave a legacy. He joins Diane to discuss how this provides an effective avenue for purpose-driven leaders to reach their audience, build their brand, and grow their business.
Beginning his entrepreneurial journey at age 19, Jeremy used his free time to interview hundreds of successful people across the country, learning from their expertise and their advice. As Jeremy's business development and sales expertise grew, -
Blog postLeadership is not about Power
It IS about Empowering
In the movie Star Trek, The Wrath of Khan, Mr. Spock chooses to die in order to prevent the crew from perishing. He says, “The needs of the many outweigh the needs of the one, or the few.”
Our leaders are focusing too much on their own need to stay in power. And too many people are perishing. At what point do we, as citizens and leaders, demand more from our leaders? If they were our boss we could quit our job. If th -
Blog postThe Center for Coaching Certification gathered insights from a dozen people on the things to look for when hiring a coach. While I'm honored to be quoted in the article, there are a lot of great ideas from other people.
From asking for recommendations to identifying what you hope to gain, the tips revolve around the value of doing your homework. There is a RIGHT fit out there - you just have to find it.
One word of caution as it relates to recommendations: what works for one p -
Blog postLately I’ve been hearing from direct sellers thinking their business model is different from any other small business. They look for customized programming from the organizations they belong to as if to say, direct sellers are different and should be treated differently. Direct sellers include companies like Pampered Chef, Cabi, Mary Kay, and more. They are called direct sellers because they sell directly to the consumer in their home, online, or through a party hosted by a current customer.
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Blog postI admit it- I watch Below Deck. While it’s mostly a crazy reality show with bad behavior by just about everyone on board, there are lessons that can be learned. At the beginning of the season, Captain Lee gathers the crew to review expectations. He always tells them ‘I have two rules. Don’t embarrass yourself and don’t embarrass the boat.’
These are rules to live by – especially in business.
Don’t Embarrass Yourself
At it’s simplest, this means be your best self, alway -
Blog postThe other day I had a conversation with a realtor. He was explaining the challenges he had with clients who would share what they were looking for but then buy from someone else, somewhere else.
As we talked, I was reminded of the assumptions we make as salespeople. Sometimes we take the information our client shares with us as complete. And then we’re surprised when they don’t buy.
I submit this happens because we don’t go deep enough with our questions to learn what really m -
Blog postAs the world starts to emerge from the lockdowns of the pandemic many organizations are hosting in-person events again. Some of these events are hybrid and others are full on in-person. The question on a lot of people’s minds is this – are we back the way we were or are things different now?
I submit things are different. Many of the tried and true networking strategies are still valid. They include:
· Listening more than speaking
· Not selling
&m -
Blog postTom Fricano of PossibleNOW shares some valuable information in today's post:
Thousands of companies today, large and small, are realizing the importance of building trust and giving customers a voice through functions such as customer consent and preference management. Regulations such as GDPR and CCPA, as well as customer backlash related to poor customer experiences, has forced much of this shifting environment for brands today.
Why is consent and preference management becom -
Blog postSo many small business owners are under the impression that marketing is all they need to gain new business. Unfortunately, this isn’t the case. Retail businesses and restaurants can rely on marketing because the exposure and awareness created from marketing gets people in the door. However, this just isn’t true for other kinds of businesses.
Marketing is about awareness and timing. Marketing provides a business with opportunities to be in front of their target markets without selling -
Blog postPicture this:
Two people meet at a networking event. We’ll call them Bob and Ralph. Through conversation they realize that Bob is familiar with Ralph’s family’s business. Bob had worked with that company for years before it closed. And Bob has fond memories of working with them.
After the event, Bob receives an email from Ralph. Bob realizes that it’s a pitch email and is obviously a form letter. Nowhere in the email is there any mention of the connection Bob and Ralph discove -
Blog postNo doubt these are interesting times. Many small business owners and salespeople have been wondering if and how they should be engaging in a sales process. The reality is that the best sales activities work regardless of the landscape and business environment.
1. Connect
There is great value in connecting with clients, past clients, connections, and prospects. How you connect will make all the difference. The connecting should not be with the goal of selling. Connect to learn. -
Blog postSomewhere along the line salespeople and small business owners were taught to focus on selling. We were told to look for customers when we network; to pitch people wherever we go. And that didn’t work. We didn’t gain the sales we were seeking. We didn’t endear ourselves to the people we came in contact with.
The economic landscape gets more and more competitive every day. Consumers have options – lots of them. Salespeople need to adopt different behaviors if they are going to succeed
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