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Category Archives: Monday Morning Mentor

MMM-KD

25 Thoughts About Business, Selling and Success. . . that make up a philosophy (Part I)

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The following thoughts come from research that I’ve done, and from my experience coaching executives and teams. 1) Every Friday afternoon write down what clients say they need and why (their motives).  Keep a file or journal on both.  You may learn how to sell and market better in today’s tougher marketplace.  I once invested five weeks into visiting clients to learn their business ...

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MMM-KD

Training Doesn’t Work (Most of the time)

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As a matter of fact, 87% of content is forgotten within 30 days. That is why, when in school, we studied and crammed for exams. This helps to explain why change doesn’t work very well either. There is too much input and not a lot of real time output. Helping build the business, helping the company reach its strategic objectives. Helping an employee with personal development for their career ...

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MMM-KD

What is Missing to Advance Your Career

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You are normal if you are standing up for your success and happiness more than anyone else’s, even your organization’s. As a matter of fact, research says only 35% of Canadians are engaged in their company. Their hearts and minds aren’t in it. The opportunity, then, to getting ahead is to become more engaged and valuable to your company and the marketplace. If you do, you will ...

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MMM-KD

What Are the 3 Things Missing to Ignite Ontario Businesses and their Teams?

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From over two years of research, we conclude that 54% of Ontario businesses are struggling to wake up their business to: find bigger sales get their offering and the story to the market right so it matches customer motivations get their sales and marketing right to find  more customers get their team engaged in what has to be done to make changes and improve their productivity build leaders to ...

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Revised2-MMM-KD

The Price You Pay… is way too large if you don’t face up to your biggest challenge.

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I talked to my buddy who lives in Albuquerque, New Mexico last weekend. Lee is the best leader of people I have ever met.   He is like John Wayne’s character.   He talks with simple, clear insights and backs it up with his behaviour.  I want to be just like him when I grow up! We were talking about how so many in our business society are bluffed out into thinking they have to look and ...

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MMM-KD

Part III: Where Have All the Big Customers Gone?

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The successful, big-sale achiever who dominates the production reports has a new style that makes customers/prospects learn something they didn’t know about their business before. The smart salesperson actually coaches a client, versus trying to immediately sell them. He/she customizes coaching messages to the customer’s wants, motives, issues, priorities and goals. In other words, ...

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MMM-KD

Part II: Where Have All the Big Customers Gone?

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First off, the creative-value salesperson has been on a team that is figuring out what’s going on in the market. Their goal is to find out what the most significant industry issues and trends are, through research. The team is constantly discovering what customers don’t appreciate and what they do appreciate, and next, what motivates them to buy. Then the team works on revitalizing ...

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MMM-KD

Part I: Where have all the big customers gone?

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A special report by Kevin D. Crone What are the notable trends in the selling game?  Since the Great Recession, who has been getting the big business-to-business sales?  In a tougher market, what are some insights that could prepare business-to-business salespeople to understand that they are facing new opportunities? What specific styles, skills and attitudes can be learned from those who are ...

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MMM-KD

Why Don’t Our People Get It?

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“Why don’t our people get it?” asked my client a couple weeks ago. “The sales team doesn’t coordinate well with the operations team. They never seem to know how we want things done and why. Yet we have done extensive strategic planning, have a wonderful family-like culture and we do whatever to take care of our people.” MMM Insight: Here is what we discussed ...

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Does your business resemble a Ferrari or Mini Cooper?

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3 Principles of Making Companies Work The following are some notes from a recent coaching conversation I had with a client who has joined my 4 month project, “to ignite their business while they build future leaders.” Some of these insights may resonate with you and give you clarity around how things work. Better decisions and actions can follow clarity. 1) All the elements of the ...

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MMM-KD

How to Grow a Professional Firm (or any business)

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Do you have a seller/doer model at your firm? There are about 50,000 small firms in Canada that do. After investing five to seven years educating to become an engineer, CA, or lawyer and depending on math, the numbers and equations, the majority of new hires go through many transitions before they are responsible for growing their business. From designing or doing technical work, client manager, ...

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MMM-KD

Chaos Should be Regarded as Extremely Good News!

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Let me interrupt your New Year with four insights that could cause you to make better decisions on what to do with your business. 1) Marketing doesn’t work as much as we think it does. Many organizations are trying to be thought-leaders by teaching customers what they should be doing. It isn’t bringing in many new leads or sales. There is too much noise out there. Customers already ...

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