Monday, April 30, 2012

Expect the Unexpected....

I don't care how long you've been around, you'll never see it all. ~Bob Lemon, 1977

As much as you prepare, as much as you study and educate yourself to be armed with all necessities to address any situation....you can never quite anticipate the unexpected. Study the film, read the books, role play and do all you can, but yet still, some issue will rise up to smack you in the face. But your resilience, your response to adversity, your ability to face all that comes to you head on with humor, goodwill, honesty and humility.....it defines your character.

Friday, April 27, 2012

.300 Average

"Baseball is the only field of endeavor where a man can succeed three times out of ten and be considered a good performer." ~Ted William Ahhh the Splendid Splinter, sharing his thoughts on one of the subjects he knew best - Hitting. While specific percentages and variables are difficult to nail down, there is a common belief in sales that a 30% close rate is a target conversion rate for qualified leads. As in baseball, we all need to analyze how best to increase our average. Disciplined hitters focus on quality at-bats, taking pitches and working deep in the count, waiting for their pitch to hit and even taking a free base on balls if they don't. A good salesman understands quickly how to qualify a lead, how to identify the true potential of a prospect and how to focus their efforts to make sure they convert. Quality conversations, waiting for the right moments to take action, and knowing when to let a prospect walk away. Essential skills.

Thursday, April 26, 2012

Keep Swinging

“Every strike brings me closer to the next home run.” ― Babe Ruth A man with a way about him, a swagger that has never been duplicated. His statement here applies to so many of us in life, sales, baseball, business.....Every failure is movement, and movement in the right direction will lead to success. 714 career home runs is a number many of us know. Babe Ruth also had 1330 Career Strikeouts. Keep swinging, keep striking out, keep hitting Home Runs.

Wednesday, April 25, 2012

After 42 years of life and 23 years of mostly successful sales experience, I have decided to declare myself an "expert" on sales, leadership, motivation and developing and maintaining business relationships. Join me in the fun and trust in the future.