Alkim Erdonmez

29 Flips | 2 Magazines | 1 Like | 1 Following | 34 Followers | @alkimerdonmez | Executive Consultant for B2B Sales, HR, Stragetigical Management

A List of Goals Is Not a Strategy

Let’s say you’re getting together with other managers and employees to develop your organization’s or unit’s strategy. No matter how much discussion and enthusiasm you bring to the task, you’re likely to emerge with a list that looks like this:<p>Growth<br>• Superior operational outcomes through efficient …

In my business, the lessons you teach are learned as you live them.<p>I have always loved the outdoors. Hiking, camping, rafting, the ocean sports, all …

How to Win a Sale Every Time? Get the Inside Track

Be the company your clients think of first. Here are five ways to stay on their radar.<p>Ever notice that some sellers and suppliers seem to be considered first when a company is looking to buy something? That's because they've got the inside track. They've made themselves part of their customer's …

Web Conferencing

How You Fail In Sales

Selling is difficult. It’s easy to fail. Here are some the way you can fail.<p><b>Failure to be known</b>: You aren’t going to succeed in sales if you aren’t …

Why Sales Organizations Fail

What prevents a sales organization from achieving success? After studying hundreds of sales organizations, I have found the answer to this question is directly related to the challenges associated with their development stage.<p>Every sales organization can be classified based upon whether it is in a …

Three Ways Leaders Can Listen with More Empathy

Study after study has shown that listening is critical to leadership effectiveness. So, why are so few leaders good at it?<p>Too often, leaders seek to take command, direct conversations, talk too much, or worry about what they will say next in defense or rebuttal. Additionally, leaders can react …

5 Proven Steps to Sell Smarter | SBI

A field Sales Rep should be spending around 64% of those available hours selling. What if you spent an hour or two more per week selling? You would …

[Video] Understanding Your Prospect's 3 Decisions

Did you know that your prospect makes three very distinct decisions in regards to your product or service?

7 Paradoxical Sales Principles

Recognizing and acting on these 7 paradoxical sales principles is critical to your long-term success.

10 Surprising Success Tips from Amazing Sales Guru Tom Hopkins

Need a nudge toward success? Tom Hopkins has been training winners for nearly 40 years. Here are his 10 surefire tips.<p>In a recent column I found myself quoting a man I met nearly 30 years ago. I didn't just use one of his quotes, actually, I found I have been quoting him regularly without even …

Self-improvement

Find Out How You Can Actually Kill A Sale

There are various reasons why people don’t buy from us, or don’t buy again. However, there is one huge deal killer and it is lack of trust. Lack of …

The Focused Leader

A primary task of leadership is to direct attention. To do so, leaders must learn to focus their own attention. When we speak about being focused, we commonly mean thinking about one thing while filtering out distractions. But a wealth of recent research in neuroscience shows that we focus in many …

How to Improve Your Sales Time Management

If you're crazy-busy, Dan Markovitz, author of A Factory of One, has some fresh ideas to help you improve your sales time management.

Time Management

The Most Important First Step in a Sales Process

In my first enterprise software company we developed a methodology for sales that we called PUCCKA.<p>This post is about the “P” or pain.<p>The point of …

Mad Men

Want to Make More Sales? Try Not Selling

Sometimes the hard sell isn't the most effective approach. Sales guru Tom Searcy explains why simply giving good advice may be the best way to make a sale.<p>A CEO recently told me a story of the best sales call she ever received. As she explains, a sales rep for a payroll-processing firm reached her …

Selling

Is Your Next Great CEO a Management Consultant?

<i>There are a variety of places where corporations and boards look for potential CEOs, but the leagues of management consulting generally isn’t one of them. However, new unreleased research from Spencer Stuart, a global executive search firm, suggests that we’re giving this sector short shift: There</i> …

The Five Traps of High-Stakes Decision Making

At some point most executive teams will make a bet-the-company decision. Sometimes they’ll make the right one and will be handsomely rewarded. Southwest’s decision in 2007 to hedge against increases in the price of jet fuel proved remarkably prescient. But sometimes the big decision will go …

5 Strategies That Will Turn Your Employees Into Leaders

My boss once told me that managers should always have an exit strategy. Because if (fingers crossed) you receive a promotion or new position, you’ll need to have a plan in place for your departure—including a solid suggestion for someone to fill your role. And that means you need to be preparing …

How to Motivate With Bonuses

Here are four simple rules to get the biggest bang from your bonus bucks.<p>Bonuses are probably the most misused tool in the management toolbox. Done correctly, bonuses can drive a team to excel; done poorly, they can actually make employees discouraged and dissatisfied.<p>Here are the four rules for …

Employment

The One-Minute Trick to Negotiating Like a Boss

Life is full of negotiations, big and small. We negotiate for raises, we negotiate with clients and providers over prices, and we negotiate for more staff, the best projects, and flex time. (Then we go home and negotiate with our kids about how old you have to be to get your own smartphone.)<p>To be …

How to Make Sense of Sales Force Turnover

Imagine a sales leader who’s looking over data from exit interviews with salespeople who’ve left his company in the last year. Among the departing reps, 32% left primarily because of their relationship with their first line manager, 27% left primarily because of inadequate pay, and 21% left …

Why You Should Make Your First Price Offer Very Specific

It’s well known that you get an advantage by making the first move in a price negotiation: If you’re the seller, for example, and you offer a price before the buyer does, a higher quote from you will lead to a significantly higher agreement price. But you can increase that advantage by stating your …

What Board Directors Really Do in Their Free Time

Much has been written about boards and diversity, especially diversity that is readily perceptible: gender or race, for example. We ourselves have explored gender diversity, in our global surveys of corporate directors, in partnership with WomenCorporateDirectors and Heidrick & Struggles, and in …

Why Sales and Marketing Don’t Get Along

Sales teams and marketing teams pursue a common objective: create customer value and drive company results. But sales and marketing don’t always get along. Certainly, all-out war between the two teams drains productivity. Yet having the two teams work in perfect harmony and reach an easy consensus …

The Trend that is Changing Sales

Over the past several decades the structure of sales organizations has remained largely the same. They have been primarily based on outside field salespeople who make face-to-face sales calls with prospective customers and current clients. In turn, the field salespeople have been supported by …

Make Time for the Work That Matters

More hours in the day. It’s one thing everyone wants, and yet it’s impossible to attain. But what if you could free up significant time—maybe as much as 20% of your workday—to focus on the responsibilities that really matter?<p>We’ve spent the past three years studying how knowledge workers can become …