the ceo magazine, sales,
Rick Wong, Author, Winning Lifelong Customers with The Five Abilities

Whether you’re the CEO or a sales representative, you’re a seller. You know that in order for your company to be competitive, you’ve got to continually make new sales.

Still, it isn’t enough to just make sales. In this business environment, you’ve got to do such a stellar job for your customers that they return to you again and again – and become lifelong customers.

There’s just one problem: Such sellers are a minority.

the ceo magazine, mission statement,
Gary Morton, Author, Commanding Excellence: Inspiring Purpose, Passion, and Ingenuity through Leadership That Matters

Inspiring human beings to achieve the truly extraordinary requires something more than a mission statement. Well-constructed mission statements define the field of play, what the organization does on those fields, and what is unique about the organization’s approach; but they are typically too complex and lengthy to become a rally cry. Two organizations that accomplished what experts in their fields thought impossible exhibited a rally-cry-like internal ethos centered on an absolutely clear organizational purpose.  Task Force 4-68 (TF 4-68) that won an unprecedented nine of nine force-on-force engagements at the US Army’s grueling National Training Center (NTC) and device maker Stryker that grew earnings at a consistent pace of 20 percent or more for 28 consecutive years had simple, three-word goals that expressed their ultimate expectations. These goals communicated a defining commitment that went beyond a mission statement or even a mission statement on steroids. 

As CEO, you’re frequently called on to introduce someone—a celebrity for your big client event of the year, an industry guru for your management meeting, a politician for a community gathering.  Whatever the occasion, you never want to be that person who disappoints the speaker, confuses the crowd, and embarrasses yourself.

the ceo magazine, cold calling,
Kraig Kleeman, Author, A Winning Brand: How to Build a Powerful, Personal Brand in Today's Modern, Digital World

Sales professionals of the world, I see you back there, lurking behind your email. Come on out, so we can have a talk. I know why you’re hiding. After all, quite a few thought leaders in the sales industry say that cold calling is dead. They say we should restrict all our sales activity to the digital world, like email and social media selling. Sellers have started to hide behind their emails and their social media selling, and they are abandoning the strongest weapon in their arsenal: the telephone. Now, I’m not trying to devalue digital practices. I strongly believe in them. But, as effective as they can be, cold calling is still one of the best things a sales professional can do to win business.

Karim Bishay, Living Orgs
In our current landscape of business, companies are constantly trying to adapt strategies and techniques in order to address the rapid change and new information that is all around us. However, very few companies have looked at how they distribute power throughout their organizations.
 
Power, if it is always held by the CEO, can slow a company down, create a workforce that doesn’t buy in, and result in high turnover.

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