The Ups and Downs of Metrics

I'm a numbers person – a math and science fanatic who lives to quantify everything. Countless teachers, mentors, and professors over the years have instilled in me one certainty: where words may fail me, numbers never lie. For me, charts and graphs represent the epitome of efficiency for the organization or communication of information, leaving [...]

By | 2016-10-17T16:37:54+00:00 November 23rd, 2010|Sales Success|0 Comments

The Wishy-Washy Whitewash

Charles recently wrote an excellent post on his interaction with a prospect he could only describe as “wishy-washy.” Just in case you missed it – meetings were constantly being rescheduled, key decision makers weren’t available, and Charles doubted the commitment of the prospect to actually move forward. It was only through an honest conversation about [...]

By | 2016-10-17T16:37:59+00:00 November 16th, 2010|Sales Success|0 Comments

Removing Wishy-washiness

During a recent interaction with a prospect, I became much more clear on a particular aspect of selling which we at Criteria for Success are blogging about this month: “dealing with wishy-washiness between salespeople and prospects." I discovered that you don't have to wait until the sale is made in order to add value. You [...]

By | 2016-10-17T16:38:00+00:00 November 15th, 2010|Sales Success|0 Comments

Are You on the Same Page?

As you begin a new year, ask yourself one question. Does your team agree on key goals for 2010? Some companies have a sales goal for the year that’s written on the sales manager’s whiteboard and pinned to every salesperson’s wall. Do the project managers know the number? Do the salespeople agree on how they [...]

By | 2016-10-17T16:41:06+00:00 January 8th, 2010|Sales Success|0 Comments

Getting on the Same Page Helps

Getting on the same page helps when facilitating a strategic meeting! We accomplished a great deal in a short period of time at a retreat this week in a haunted castle an hour and a half’s drive outside of Copenhagen. We discovered that the effort made by both companies in preparing a comprehensive agenda in [...]

By | 2016-10-17T16:41:14+00:00 December 14th, 2009|Sales Success|0 Comments

Seven Reasons Strategic Planning Doesn’t Work

Strategic planning is essential to building and running a successful business. It's often avoided, though, because of a combination of misconceptions and previous failures. Below are seven reasons strategic planning doesn't work and ways to avoid them. 1. Planning is viewed as a one-time event. A common method of strategic planning is to go on [...]

By | 2016-10-17T16:41:53+00:00 September 22nd, 2009|Sales Leaders|0 Comments

10 “Don’ts” of Social Media

While most social media and social networking channels were originally developed for consumers, they are one of the fastest growing areas of marketing- and sales-related activity. Studies indicate that over half of small and medium-size businesses are using some kind of social media for business purposes. Social media allows businesses to connect with prospects and [...]

By | 2016-10-17T16:41:56+00:00 September 16th, 2009|Sales Success|0 Comments

Extreme Disconnect!

I recently read an article by George Cloutier in the New York Enterprise Report, and was dumbfounded by some of the advice that was given. I consider myself to be a hardcore small business owner who goes above and beyond what is necessary so my business will succeed, but I can’t even imagine going to [...]

By | 2014-04-19T13:29:21+00:00 August 14th, 2009|Sales Success|0 Comments