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Browse published articles attributed to Adrian Miller, with full-archive search.
Some experts believe that the first few years of life are the most formative. Others suggest that the early teens are the most influential. Personally, I’m not so sure; there seems to be some good logic in both views. However, regardless of whether my personality was crafted as an infant or a ...
Digging deep and drilling down to uncover mutual interests and potential business opportunities is the very essence of effective networking. These same skills are also the key components in maximizing your existing business relationships. The fastest new business opportunities can be recognized within your existing account base, however it requires discipline, expert probing techniques and the ability to peel back the layers and uncover areas of mutual need and potential gain. Think about it: Are all of your customers aware of ALL of the products and services that you can provide t
Who wasn’t told as a child that it’s better to give than to receive? At the time, we might of thought that this only referred to birthday and holiday gifts, but this old adage is just as applicable now that we’re adults, especially when it comes to business networking. If you have been to a ...
For most women, becoming a mother is a turning point in their career. It’s a time in one’s life that’s rife with challenges, frustrations, and uncertainties, but it’s also when many of life’s most rewarding achievements and miraculous moments occur. What many new moms figure out rather quickly ...
The analysts are, in increasing numbers, starting to tout the end of the recession, but for most of us, it still seems quite slow out there. Even if you’re the most talented salesperson, you probably have noticed that an annoying number of your prospects are stuck in your pipeline. Ok, it’s not the most polite way to phrase this, but you could be suffering from a case of sales constipation. No, a swig of milk of magnesia isn’t going to do the job here, but there are strategies to get you moving along again.
The drawn out recession has snapped many salespeople back into reality. Regardless of the industry, the days of fast and easy sales are over. So-called sales professionals who have forgotten or never learned basic proven selling techniques are now realizing that they better ramp up their efforts if they’re going to hit their goals or even keep their jobs. There has definitely been a shake out of ineffective salespeople in the last two years, and organizations are choosing to function with streamlined sales teams that are lean, mean, and focused on effective selling.
Skilled long distance runners all have their unique style of racing. Some start out of the gate in a flash and then slow down as they approach the finish line. Others progressively pick up speed and really crank it up as they head into the final miles. Both styles can be successful if the runners have taken the time to train properly for the race. Just like runners, salespeople are goal-oriented individuals working to reach the finish line in the best possible time.
For anyone in sales, being savvy at networking isn’t just a good skill to have, it’s necessary for long-term success. Networking is an important part to building relationships with clients, vendors, and even your competitors. The reality is that people choose to refer business to and do business ...
It seems simple enough. “Let’s do lunch and talk some business.” But without a plan of action on how to follow up after you’ve taken your last bite, you might end up with a prospect who falls off the grid. A business lunch is a great business development tool, but it should be only one step in ...
We’re all crossing our fingers these days and hoping for a better economic environment. It’s been more than a little scary for many of us. However, even during these tough times, effective salespeople are acquiring new customers and making sales. How? Here are the top ten tips for effective ...
For most women, becoming a mother is a turning point in their career. It’s a time in one’s life that’s rife with challenges, frustrations, and uncertainties, but it’s also when many of life’s most rewarding achievements and miraculous moments occur. What many new moms figure out rather quickly ...
When you come across the phrase the art of the soft sell, you might focus your attention on the word “soft.” You might not even do this consciously; many salespeople don’t. And based on this unconscious focusing, you may lead yourself to believe that the difference between conventional ...
One of the most enjoyable professional experiences is the “aha” moment that erupts when you’re able to provide a business contact with a lead. It’s a tremendously enjoyable, productive, and effective way to network. That is, it’s all of these things when it actually occurs. The thing is, ...
No, that's not an error. I didn't mean to ask you "why" you are in business. My question isn't about your goals, your aims, your vision, your mission, your business plan, your targets, or any of the other stuff that come together and answer the "why you are in business" question. n I'm here to ...
Have you ever experienced the dreaded downward curve or slump in your sales? Most of us certainly have. If you’ve been through it, you probably have a clear recollection of that lump in your throat, adrenaline-pumping moment when you realize that you need to scramble if you’re going ...
Have you ever considered the fitness level of your customer service department? No, I’m not talking about an employee exercise program. Rather, I’m asking if your team that provides service to your clients is functioning at peak performance. If you haven’t given this much thought, you might ...
Do your clients consider you easy? No, not the type of “easy” that wasn’t such a good thing to be in high school, I’m asking if you are easy to work with. The key components to having a good long-term relationship with those you sell to are being someone who is flexible, responsive, and ...