As we approach the new year, I want to send you my best wishes for a prosperous 2020 and beyond. Not only do we celebrate a new year but we also celebrate the beginning of a new decade. Sometimes it seems like time is passing way too quickly. I thought this would be a good time to send you some suggestions on how to get the most out of your most valuable non-renewable resource, your time.
Veteran Radio advertising sales executive and Radio sales educator, Spike Santee, has published a new Radio sales education textbook, Professional Radio Advertising Sales. Described as the Complete Course for a Professional Career in Radio Advertising Sales, Santee’s new textbook will guide the new Radio advertising salesperson from their first day on the job to their first annual sales contract in approximately 90 days.
Moving leads to prospects to customers through your sales pipeline is the job of the high-performance sales professional. When there is a sales problem, the most likely reason for the slowdown is an inadequate number of new leads coming into the sales pipeline and or a jam-up of unqualified prospects in the sales pipeline. The solution to both of these problems is within your control.
The sales pipeline is a useful tool for a professional advertising salesperson who wants to start making more money more quickly.
Business today is filled with so much pressure to focus on things that are both important and urgent, things that need to be addressed right now! This hair on fire pressure forces us into reactive behavior based on what needs to be done right now, instead of focusing our energy and resources on developing a more strategic behavior based on our long-term goals. We sometimes feel as if we just move from one emergency to the next, never finding enough time to catch our breath and plan for the future.
Before his death in 2012, Zig Ziglar was one of the world’s most popular sales trainers and motivational speakers. He was born in rural Alabama and grew up in rural Mississippi. He went from a small skinny kid with a funny name to leading a worldwide sales organization, based on his simple philosophy, “You can have anything in life you want, if you help enough other people get what they want in life, first.”
Thanks to new technology that allows researchers to measure the brain’s responses to learning stimuli, the science of learning is advancing faster every day. We now know more about how the brain learns that at any time in human history. Despite all this new technology and research, there is one stubborn fact that troubles the teaching community, people will only learn to the level to which they are motivated to learn. In other words, it is a personal decision as to whether you are willing to learn something new.
Group meetings are just one of the Four Formal Methods of Communication in a Professional Organization. As a leader within your organization, learning how to conduct an effective group meeting can help you drive team participation and achieve greater objectives.
Are your salespeople getting the training they need to achieve their career goals with your company?
According to a worldwide study of over four thousand companies in seventy different countries across twenty different industries, IBM found that eight out of ten corporate leaders feel their employees do receive the training they need to achieve their career goals.
Role-playing is the standard training method in the military, police and fire rescue and especially, sports. Role playing is essential in professions where quick decision-making is necessary. That’s why role playing should be a regular component of your sales training.
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