Category Archives for "Sales + Leadership"

You Probably Missed the Memo About Employee Engagement

By Kelly Riggs | Sales + Leadership

As a manager, you surely have become aware of the importance of employee engagement in the workplace, and its impact on the critical metrics companies care about – profitability, turnover, safety, and customer satisfaction.

Hint: As it turns out, engaged employees do better work. Yes, I know. Absolutely shocking. But, it’s true; those employees that feel genuinely connected to the company, feel valued by the boss, and derive satisfaction from their work, significantly outperform their disengaged counterparts.

Continue reading

Your ‘Salespeople’ Are Losing Your Customers

By Kelly Riggs | Sales + Leadership

Some of your salespeople are guilty of losing customers because they’ve not been taught critical selling skills. And I’m not talking about the salespeople who go out in the field and actually sell your products or services. I’m talking about all of the other “salespeople” in the building.

Continue reading

Why Are You Asking the Prospect to Get Married on the First Date?

By Kelly Riggs | Sales + Leadership

Why Are You Asking the Prospect to Get Married on the First Date? Untrained salespeople are incredibly predictable. Example: SalesPerson bumps into a prospect. They mention a need. What does SalesPerson do? They go immediately into a product demo. More to the point, that prospect might simply express a vague interest in the company (“So, […]

Continue reading

Reinventing Reality & other failure tactics

By Kelly Riggs | Sales + Leadership

Immutable means “not subject to change,” which means that results have always been, and will always be, the barometer of success in business. Not those things you intended to do, or hoped to do, but what you actually accomplished. Those results may not be only financial, of course, but the principle holds. Success in not promises of performance. Not excuses for a lack of performance. It is performance. Period. The problem is that so many salespeople want to reinvent reality.

Continue reading