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Managing The Opportunity Pipeline

November 5th, 2013

Every organization should have someone in the Sales Management Role. A very
important program will focus on the needs of Sales Management with programs
that will encourage sales activity, proposal generation and forecasting! The
more customers you can find and submit proposals to – the more money comes into the organization! Click on “Get Pipeline Up” link below for free video tip!

Get Pipeline Up!

Lower Costs and Get Sales Up!

If you are a small to medium size company,
you may want to first hire an inside sales person and then move them into
outside sales. Keep your costs of sales low while building a pipeline of new
business (proposals, estimates) opportunities. As cash flow improves, you can hire a replacement for inside sales and personally tackle the role of sales manager. If you are a medium-to-larger size company, you will want Sales Managers to improve because they directly impact cost control and revenue generation.

Growth should be managed so it does not strain your organizations ability to deliver on expectations!

Friday – “Everybody’s Working for the Weekend!”

September 16th, 2011

Back in the day – there was a band called Loverboy. They had a song that still gets airtime called “Everybody’s working for the Weekend.” Friday at 5 you can often hear this on F.M. stations – but I have never heard it on satellite radio.  For my sales activities, my week normally ends with filling out my expense reports and creating a to do list for the following week. In regular times, I would be whistling this iconic song and head to the golf course around 2 P.M.

But, recent economic developments have changed the possible meaning of this song.

All across America, I meet people who are working the weekends to make ends meet. Perhaps these folks want to pay off debt – or maybe they are trying to make the mortgage payment. Some are starting companies without the help of a bank. So literally, “Everybody’s Working for the Weekend.”

So like these fellow Americans, my work week is not over – just the end to my day job.

On the weekends, I’ve been building a new company:

  • Activities included getting organized as an S Corporation (Legal Zoom – it’s easy!)
  • Creating Web Sites (Use a professional – it’s not cheap, but well worth it)
  • Writing a book and producing an audio

At first, it seemed like a grind and a drain on expenses. Then, I took a more long term approach. If I just did two things each weekend, every month would yield incremental improvements, The investment was less because I was making small changes. Best of all – it’s tax deductable!

So yes, “Everybody’s Working for the Weekend” – and so am I.

Distorting Time with ‘Wow’ Moments

July 23rd, 2011

In Tony Robbin’s book Awaken The Giant Within, he maintains that we can ‘distort’ time.  Let’s take this as a challenge to explore how time is flexible in our own lives. Then, we will look at harnessing positive energy to stretch time!

Time is Flexible

Watching a clock will normally make a day crawl; getting completely immersed in activities will make the clock spin. The old adage ‘time flies when you are having fun’ is really true! If you want time to move quickly, stick with multiple activities. Fill up every hour with different goals and tasks. Feel free to multi-task to demand more of your mind!

  • Avoid boredom – seek constant stimulation and invigorate your schedule with personal challenges. This will help you avoid getting depressed or anxious.
  • If you want to control and harness time, select activities that require full concentration.

Stretch the Magic Moments

In meetings with customers, I love to get a ‘WOW.’ I used to move on quickly from these magic moments but now choose to stay there as long as possible by…

  • Asking questions to encourage discussion around the topic.
  • Using humor and enjoying the laughter
  • Solving problems and encouraging discussion

Avoid Negativity

Observation and experience has taught me that negativity shrinks or KILLS magic moments:

  • Negativity comes in many forms, including our non-verbal body language.
  • If verbal comments include any complaint, gripe or gossip – the excitement is snuffed.

Your personal awareness of time will help you control your mental state of mind. When you are active and engaged – life is more fun and energizing. Your positive energy, thoughts and feelings can then be transferred to others to help make time elastic.

Focus on the needs and wants of others and it will s-t-r-e-t-c-h the magic moments of your life!


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