 Greetings!
We've had a very busy start to 2011. We have introduced several new programs and more are underway. Some of the exciting new offerings we have this year include: - Behavioral Selling -- a program for anyone in a sales role who seeks a truly unique approach and new insights to selling succes
- Selling for non-sales professionals - for those who are not professional sales people but need to sell!
Click here for an overview of these courses. In addition, we're excited to expand our New Media capabilities. We now offer voiceovers and production for a variety of forms and formats - and can provide scripting for you as well. We're adding more samples over the coming weeks, but for an early peek, click here. And speaking of "media", Collaborative Principal Beverly Flaxington is heavily in demand too, both with radio interviews about her book and our sales expertise - see the Selling Power Magazine article highlighted below. We look forward to helping you achieve your desired outcomes this year! |
Featured in SellingPower Magazine, Jan/Feb 2011 issue
In some ways, being a manager is like being a parent: You can talk about what your sales team should be doing until you're blue in the face, but if you aren't modeling the behaviors you expect of the team, then your lectures will likely fall on deaf ears. This is especially true if you urge your salespeople to treat their customers and prospects as individuals but don't model this behavior when dealing with your own staff.
"I'm not a big fan of the player/coach analogy in sales training," says Beverly Flaxington, author of Understanding Other People: The Five Secrets to Human Behavior (ATA Press, 2009) and founder of The Collaborative (the-collaborative.com), a firm that helps companies and individuals reach their highest level of effectiveness. "The coach analogy implies that you've gathered people in a locker room at halftime, and you're giving them all the same message in the same way. The manager's real job is to see each person as an individual and ask, "How do I evolve this person? How do I get him or her to the level where he or she needs to be?" Read the whole article here.
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A Focus on Sales & Revenues in 2011
Like pushing molasses up a hill! The good news is nearly every firm is in the same boat. The not-so-good news is that the rising tide is but a distant memory. Over the past year we've heard lots of frustration about sales and revenue. It may be helpful to frame what your firm is experiencing in terms of what others are experiencing. Let's take review the top complaints we're hearing, and then look at what we see as the root causes of these issues. By resolving a root cause or two, your business may be able to get to revenue faster and more easily - in 2011 and beyond.
Click here to read the rest of this article
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Beverly Flaxington Michael Slemmer
The Collaborative for Business Development, Inc. |
