There are many forms of sales prospecting but few offer a measurable R.O.T.I. (Return On Time Invested).

Many sales prospecting strategies are targeted toward the masses and do not follow the 80/20 rule. In the realm of sales prospecting, the 80/20 rule states that 80% of your business revenue comes from 20% of your customers.

Yet where do most sales people spend their sales prospecting time?

The fact that 80% of the prospects and/or customers giving you 20% of your business revenue indicates that while you are busy chasing the masses the sales prospecting R.O.T.I. is very low and the selling cycles are longer than need be.

   … Continue Reading » »

What does success mean to you? This can be a difficult question because we often look to others as examples.

We see the Smiths down the street with a beautiful home, a swimming pool and a new car. By the looks of things, we might consider the Smiths successful, since most people tend to base success on material possessions.

But are they, or is it just a front to try to impress the neighbours?

For all we know, they could hate what they are doing, they could be heavily in debt and not very happy. So why do we judge people by their external appearances and material possessions and compare ourselves with their apparent success?

   … Continue Reading » »

Here are some action-oriented techniques to apply each day.

Determine your most productive time of the day and dedicate it to I time. I time is for you to do whatever you have to do that will bring you closer to achieving your goals. It may be as simple as visualizing the accomplishment of your goals or doing what you have to do just for you. The point is to dedicate the most productive time to the most important person in the world.

You have already set your goals and action plans; and have prioritized the actions. Take your annual goals and break them down into months, weeks, and finally days. Prepare in the same way for each day’s activities. Separate the large tasks into small, manageable pieces. Try to accomplish some of these smaller tasks each day. Before long, you will have accomplished a large task.

I recommend you end each day by writing a prioritized “to-do” list for the next day. Similarly, at the end of each week and each month, prepare a list for the following week and month. Plainly speaking, get organized. Learn to utilize a daily planner. You will be better organized if you write everything in your planner.

   … Continue Reading » »

During these changing times, everyone is concerned about tomorrow and many people are living in fear of the unknown. This fear is causing unreliable hearsay, low team morale and less productivity. However, there is a solution and it is centred on one word – attitude.

Attitude originates from our beliefs. Whatever our beliefs are in ourselves, our organization, our team effectiveness and the general market place, ultimately they are reflected in our attitude. Thusly, our attitude determines how we feel. Our overall feelings lead to actions and it is those actions that achieve results.

If you are not achieving the results you want, you need to get the team involved, and deal with the underlying issues surrounding team effectiveness.

   … Continue Reading » »