Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, sales,
Tim Brown and Dan Streeter, Co-Authors, of Old School with New Tools:  The Extra 5% That Takes You to the Top of Your Sales Game and Keeps You There

We have all heard it.  People buy from the people they like and trust.

This adage has been true since the beginning of time.  Even hunters and gathers were reluctant to barter with someone they did not like and avoided people they did not trust. And operating in our 21st Century economy is no different.

“He’s fast on his feet” or “She has a clear head on her shoulders.” “He’s definitely a thought-leader in the industry.” These current kudos pique a leader’s attention. After all, leaders look to hire, promote, and listen to those who think clearly and communicate well.

But what if you’re naturally quiet and slow to speak up in a crowd?  How do people really gauge how well you think—particularly when your interactions are brief and infrequent?  Can you still convey the same sense of being an astute, clear thinker as your more outgoing colleagues?

I think you can.

Enough books have been written and enough information is available that, by now, most leaders and managers understand what they need to do to manage change in their organization. They understand the need to get buy-in, secure credible senior sponsors, persuade key influencers in the organization and communicate, communicate, communicate.



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