The Business LockerRoom Blog by Kelly Riggs
May 23

Why Bother With the Little Things?

By Kelly Riggs | Sales + Leadership

Most people tend to handle the big things. Often, it’s the little things that create all the problems. The details. The stuff that falls through the cracks. The things you think aren’t that important. In some cases, you may even consider them to be beneath you. But it’s the little things that distinguish the average player from the exceptional player. It is the little things, for example, that make the difference between an average customer experience and a HOLY-CRAP-THAT-WAS-AMAZING customer experience.

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Mar 21

To BANT or Not to BANT?

By Kelly Riggs | Sales + Leadership

If you’re new to sales, BANT is a method for “qualifying” sales opportunities that includes four areas – Budget, Authority, Need, and Timing. The idea is that these are four critical qualification factors that should be determined rather early in the sales process to ensure a salesperson isn’t 1) wasting time, 2) trying to sell the wrong person, or 3) trying to proceed without an understanding of the prospect’s actual needs. But sales guru, Jim Keenan, thinks it’s a joke. Is he right??

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My way or the highway
Feb 21

The Right Side of ‘My Way or the Highway’

By Kelly Riggs | Sales + Leadership

Seemingly every time a leader is faced with a difficult decision that adversely affects someone else, the first criticism is simple: “He/she is just a micromanager. It’s ‘my way or the highway.’” Yes, micromanagers are very common, but decisions that people don’t like or agree with don’t automatically signal micromanagement. This would mean a leader who makes any decision is, by definition, a micromanager if anyone disagrees with the decision. Which is quite ridiculous.

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