Do you let your guard down after the prospect has said ‘Yes’?
Far too often sales people, particularly those new to sales, have a tendency to relax after they have received a verbal ‘Yes’ from the prospect and assume that the sale is nearing completion. BIG MISTAKE!
What many sales people fail to recognize is that an impending sale is most vulnerable after the prospect has said OK, and that getting to ‘yes’ is where it starts. There is still a lot of work ahead to finalize the sale, and a few hurdles to overcome, before you break out the champagne.
Let’s talk about what’s headed your way, so you can address these challenges before they derail the sales celebration. Continue reading…
Networking is an integral part of growing a profitable business for solo entrepreneurs and small business owners alike, particularly in the early stages. However, most small business owners put far too little forethought and planning into determining what is required to build ‘intentional’ relationships that can deliver positive returns to their businesses.
Now what is meant by building intentional relationships?
As its definition depicts, intentional is something that is done by conscious design or purpose, something planned. Likewise in networking, building intentional relationships should by design have an intended purpose that produces positive results. How should you develop intentional relationships that can help you achieve your business goals? Continue reading…
In the final installment of the Globalization: The Leadership Challenge Ahead blog series we will focus on the action steps to help you improve your business performance, and prepare you for greater success in the rapidly changing global economy.
Whether your future plans call for global expansion or not, here are some of the things to consider to help you improve your competitive position in the ‘New World’ economy. Continue reading…
How rapidly is the global economy changing? A telecommunications CEO from Brazil predicted “The services that account for 80 percent of our revenue today will only be our second-largest source of revenue in five years.”
The world’s private and public sector leaders believe that rapidly escalating complexity is the biggest challenge confronting them. They are equally clear that their organizations are not equipped to cope effectively with this complexity in the global business environment.
Yet one set of CEO’s and organizations have consistently performed well. How do these “Stand Outs” mitigate complexity and even convert it into opportunity? Continue reading…
In the previous segment of the Globalization: The Leadership Challenge Ahead article series we addressed the ongoing debate of whether globalization is good or bad for the economy. Now, let’s turn our attention to the global business challenges.
Some 20+ years ago, I first addressed the topic of global business challenges as a part of my speech at a graduate school symposium at the University of Oklahoma. One of the charts in my presentation listed the major challenges of competing in a global marketplace; similar to what is shown below. Continue reading…
The debate of whether or not globalization is good or bad for the economy and for business has been raging for years now. It’s time to weigh in with your opinions and thoughts.
Is global trade good or bad for the economy? Is global trade good or bad for your business? The public opinions on this topic vary dramatically, which is why the conversation continues.
A recent poll published by the Allstate/National Journal Heartland Monitor http://bit.ly/gziJLY reflected the views held by 1,200 Americans of our nation’s standing in the global economy, and summarized the answers to the same questions above. The chart depicts how universally divided the responses are on the pros and cons of international trade. Continue reading…
This article is an introduction to a new blog series around “Globalization: The Leadership Challenge Ahead” the topic of my presentation at the Colleyville Area Chamber of Commerce luncheon on January 6, 2011 to kick-off the new year.
To put things into the proper context, globalization is fast becoming a business imperative for survival and growth, whether you recognize it or not. This is true for both solo entrepreneurs and small local businesses, as well as large multi-national corporations.
Part 4 and the last of the new 4Ps of Marketing is Performance. Ultimately, performanceis the most important of the New 4Ps of Marketing. Why? Because all marketing related activities are investments and as such, they need to be measured, tracked and compared to other investments to ensure that they yield the highest rate of return to the business.
So, how do you measure and track marketing performance to ensure that you are receiving the anticipated return on your marketing investments? Continue reading…
Part 3 of the new 4Ps of Marketing focuses on Perception. Perception is the process by which people select, organize, and interpret information. And therein lies the major obstacle for most companies when attempting to market to a broad, diverse audience.
What does your branding, advertising and marketing communicate about your company and your industry? The market perception of your brand or industry is extremely important, which is why industry leaders take extra steps to ensure that the general perception of them and their industry is positive.
To become a recognized leader in any industry you must develop a strong brand image, while building credibility and trust with consumers, particularly when faced with adversity. Example: Toyota and how they admirably responded to resolve the recent gas pedal recall problem and quickly restored consumer confidence.