**Originally posted on Forbes.com** For many salespeople, the road to new business starts with receiving an RFP (request for proposal), an RFQ (request for quote), or an RFI (request for information). At first glance, an RFP is positive proof that…
Successful business owners are not usually “fly by the seat of their pants” entrepreneurs, but rather everyday people who employ a sound planning process that details their business plan, avoids mistakes and minimizes risk. That process should be detailed in a…
If you are in sales, especially B2B sales, you might have had (or will soon have) the difficult task of selling to committees or boards. If so, there is one tool that will help you increase your close rate and…
Productive/Engaged salespeople are always more successful, have a tendency to stay longer and they attract more people like them to join the organization. For more than four decades I have had the opportunity to observe salespeople…good ones/bad ones, young/old, new…
What Others Are Saying
Stewart Transportation Solutions
Before 2013 gets away from us, I wanted to thank you for yet another engaging, informative, and delightful presentation you gave to our team at the Stewart Transportation Solutions Annual Retreat. I’ve heard nothing but rave reviews from everyone and I cannot thank you enough for hitting it out of the ballpark once again!
You know how much we value “listening” in our culture. From start-to-finish you have an incredible ability to listen to the ideas we want to discuss at our retreat and then finding a way to weave them throughout your presentation to create a unique, personalized session that wows us every time! We are still marveling at how you stood for four hours and never missed a beat!
But, we knew after you presented to our team in 2011 on the power of “Customer Service Excellence” and “Celebrating Our Competitive Advantage” that the team would be very interested in taking the success of those presentations further. You did just that with “Driving Customer Service Excellence – the Power of Influencing” and “Selling Bigger Deals Faster.” The team is poised to take your “5% Challenge” in 2014 and it is going to be a very exciting, rewarding year for our company!
Please let me know if there is ever an opportunity for me to personally evangelize on behalf of the Boyens Group! We consider you a valuable partner in contributing to our employee’s personal and professional growth and now, of course, view you as a friend as well.
Tennessee Baptist Convention
Deepest thanks for speaking to our team here at the Tennessee Baptist Convention. You definitely left a positive impression and a mountain of food for thought. It has been several weeks since your presentation and principles you shared are being fleshed out into tangible action items and pressed into our strategy of making Christ known by serving churches.
I admit, I was curious as to how you’d be able to adapt the principles you share with Fortune 500 companies to a geographically specific, non-profit like the TBC. You absolutely nailed it! You took the time to understand our organization, our mission and our “customer,” and customized timeless principles that certainly apply to our desire to serve people.
Another observation I have is seeing how the principles you shared easily transfer from one function to another. Our team members represent a broad range of disciplines from accounting, to communications, to front-line field personnel to collegiate ministers and there were takeaways for everyone.
I know that you have many other clients, but thanks for treating us as if we were your only clients. We felt like you were all-in with us and our mission, and I believe your influence will ripple through our organization as we engage our mission field with a renewed vigor and greater confidence.
We look forward to having you back!