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Browse published articles attributed to Drew Stevens PhD, with full-archive search.
The largest singular issue with selling in a difficult economy is change. There is change in buying power, change in budgets, even change in decision criteria. However, what is not changed, are goals, annual commitments and a desire to excel. I am willing to bet that you believe that the ...
One of the most daunting notions upon graduating from law school is the need to influence others to use the practice. Traditionally most law schools do not offer business courses to outgoing students. Moreover the idea that lawyers need to market their services can be overwhelming. However, look out reality, lawyers are in the marketing business.
The world of selling is very precarious due to the recent recession. Sellers are having very difficult times remaining focused and motivated. Buyers still worry about budgets since their businesses too continue to struggle. The major conce is the revenue is required- nothing happens without a sale. Sellers need to find buyers, opportunities and close sales. Sellers need to make their own luck. Selling professionalism simply need to seize the day and create new opportunities. Here are methods that will bring immediate assistance. 1. Call one more prospect per day.
The odds of your business surviving five years are 50-50 according to David Birch, former head of a research firm specializing in studying small business data. (Isen 2007) There are many reasons why a business will fail. Much research is available to denote which factors are the most important, however, it appears that most business fail because they lack focus on the organization’s most vital asset - customers.
Athletes practice, students practice, musicians practice, business professionals should practice, strategic selling professionals must practice. If you tire of working so hard and not achieving, perhaps now is the time to treat your profession like an athlete does. Start thinking like an athlete ...
With the conclusion of the year, holiday stress, and economic pendulum swings, it is very easy to self-sabotage. Statistics prove that internal stress is the key factor in self-sabotage. More important, we sabotage because we focus on negative aspects; we focus on failure. Research shows that ...
Another year is about to end and it is safe to assume many are thankful for it to take leave. 2008 was a year that had more twists and turns than a roller coaster ride at a national theme park. During 2008, Americans experienced a multitude of events, from continued terrorism and war in the ...
How to Retain Sales Talent One of the largest issues facing today’s sales manager is trying to retain their talent. Employee turnover costs organizations billions of dollars in lost revenues and operational dollars. From lost clients to reengagement fees, turnover create headaches for many organizations. In addition, research from just a few years ago reveals the tremendous impact sales managers have on their employee’s level of commitment. It is imperative to note that individuals do not leave companies - they leave poor managers.
The chaos the holidays provide is finally over and now it is time to regain your life. A semblance of order is necessary. The New Year is a time for renewal, rejuvenation and redirection. There is no time like the present to begin the year organized. This month particularly is National Get ...
With economic activity reaching new levels of volatility all business must due what is possible to maintain focus on customer acquisition and revenue, That said the ebbs and flows of economic uncertainty equally effect non profit business. Non profits rely on numerous benefactors to provide revenue to their respective foundations. However one of the many issues with non profits is their lack of aggressiveness (in some cases) in seeking revenue. There are a few concepts that non profits can alter:
There are numerous things that need to be completed in a day. It gets so frustrating that owners and fitness professionals question how all will get accomplished. The crux of the issue lies not in the amount of time or lack of time, but organization. The successful entrepreneur is well ...
Independence Day has recently passed and just around the corner it is time to turn attention to the baseball All Star Game and then the opening of professional football summers camp. Three events that implicitly signify the halfway point of the year. Yes summer is heating up, how about you? For selling professionals and entrepreneurs alike now is the time for an intense focus for year-end. As the halfway point reaches its climax the time is now to ask questions such as: • How are sales quotas related to the annual team plan? • Am I meeting my sales quotas?r
Help Wanted – How to Find in Job in this Economic Quagmiren The fear of the economy is weighing heavily on many people. Cost-cutting, poor stock market news, and restructuring are just some of the many news items we hear daily. During a respite in church last week, a parishioner told me ...