During my sales training programs and/or 1-on-1 sales coaching engagements I often share sales and sales management best practices from over 30,000 salespeople, sales leaders and business executives from a variety of industries across the globe as well as buyer-based…
If you are a small to mid-sized business owner looking to optimize your business strategy here are my top three keys: 1. Create/Articulate your unique value proposition (UVP) A value proposition is a two-sentence phrase that communicates what it is that…
If you’re in sales or sales leadership I have two important questions to ask you: Is the size/quality of your pipeline sufficient to achieve your personal and/or professional goals? Does your current pipeline include a lot of prospects who won’t…
Companies across the globe spend billions of dollars a year on training/professional development yet are increasingly frustrated when their expenditure doesn’t drive a significant change in behavior nor does it deliver the desired results! So why do I think this…
Most sales leaders I know didn’t go into sales leadership because they demonstrated a specific skill or because they expressed an interest. Very simply put they were good salespeople so someone promoted them to a leadership position without giving them…
Let’s see how good your memory is…do you remember Pan American Airlines? How about any of the following 12 Brands? Do you know what these companies all have in common? They were all once iconic/recognizable Brands that no…
A successful onboarding program is critically important if sales leaders and business executives want to shorten the ramp time to productivity of their new hires. Also important to note…the onboarding program needs to be developed well in advance of a…
Interviewing potential salespeople is a very difficult task for most sales leaders, Franchisees and/or business owners today. Why? Because the candidate has been trained on what to say, what questions to ask, how to dress and how to use nonverbal…
Abraham Lincoln has been called by many historians one of our greatest leaders. I have always been impressed by his core leadership concepts. Here are the top four in my book: Get Out of the Office and Circulate Among the…
Focus on making your Team Feel Important: If your goals and decisions appear to be self-centered followers will lose enthusiasm very quickly. Emphasize their contributions, their skills, their expertise and their effort rather than yours. Promote a Common Vision: Followers…
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!