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Articles from Len D'Innocenzo | Selfgrowth.com
- Time Management for Busy Salespeople - by Submitted on Aug 25, 2011 from Len D'InnocenzoWE ALL FACE THE SAME DAILY DILEMMA: TOO MUCH TO DO AND NOT ENOUGH TIME TO DO IT. TIME MANAGEMENT CONCERNS HOW WE RESOLVE THAT DILEMMA. Time, not activities, is the limiting factor. We must make tough choices about what to do and what not to do. Time management is really self-management. Although ...
Views: 107 - Seven Elements of an Effective Team - by Submitted on Aug 25, 2011 from Len D'InnocenzoSuccessful 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, ...
Views: 153 - Seven Steps to Win-Win Negotiations - by Submitted on Aug 25, 2011 from Len D'InnocenzoWe 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 ...
Views: 335 - Five Keys to Sales Coaching Success - by Submitted on Aug 25, 2011 from Len D'InnocenzoMost sales managers are usually promoted into their positions because they were good individual performers. They were consistent sales performers in their work and they showed an interest in advancing their careers by earning their promotion into sales management. One of the most ...
Views: 101 - Five Basic Principles for Effective Sales Management - by Submitted on Aug 25, 2011 from Len D'InnocenzoDo you want to avoid the cycle of management failure and create a success system that will keep you on top? It's not theory - it's based on our careers as sales executives and our work with many sales and customer service organizations over the past sixteen years. Principle # 1 - Managers Make ...
Views: 69 - Coaching Versus Managing - by Submitted on Dec 23, 2010 from Len D'InnocenzoBill Parcells, of the New York Jets knows better than most that being a head coach in the National Football League, though exciting and rewarding when you win, also takes a heavy personal toll. The following story is laminated and on the wall in his office. It's called "The Coaches" and the ...
Views: 218(2 votes) - Eight Fundamentals of Lasting Business Relationships - by Submitted on Oct 19, 2010 from Len D'InnocenzoIn this day and age, everyone sells. From the receptionist who answers the telephone to the accounting clerk who deals with a client’s billing inquiry, everyone sells. It is vitally important for each person to understand a few of the important relationship skills used by top professionals. ...
Views: 718(6 votes) - Five Tips to Always Avoid in Sales - Words You Use Are Important - by Submitted on Oct 19, 2010 from Len D'InnocenzoProspects and customers alike will judge you by the words you use when you speak. E-mail, instant messaging, tweeting and text messaging have reduced our vocabulary to slightly above a second grade level. Don’t fall into that trap when you speak or write. Below are five tips you should always ...
Views: 531 - Five Critical Steps to Be Customer Focused - by Submitted on Nov 03, 2010 from Len D'InnocenzoIn today’s highly technical and fast paced world one piece of advice is very true – listen to the customer. Unfortunately, selling complex technical products or solutions (or anything else), causes most salespeople to focus on product features rather that on their benefits to the ...
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