1. Re-inventing your selling, business, leadership and customer service strategies in response to the current market.

2.  Earn More and Learn More!  Transactional Sale  Features and Benefits  Mediocrity  Connecting with your Key Accounts  Daily Activity  Marketing and Advertising  Conclusion- Collapsing of American Entitlement with the American Dream

3.  The days of showing up and taking a order are over.  No longer can you “wing” the presentation  Redefine your selling strategy and become a consultative sales champion to survive and thrive.  Focus on key targeted accounts through better qualification and discovery process. Research each customer and know their business.  Spend more time fostering stronger relationships. Do more then just ‘check-in’  Spend most of your time concentrating on your key prospects and customers.  Become keenly aware of the lifetime value of every prospect or customer.

4.  You must reinvent your M.V.P (Most Valuable Proposition) and develop core compelling reasons which will then move OUR service from a ‘nice to have’ to a ‘need to have!’  Saying you’re the best isn’t good enough.  You must focus on the cost of not making changes/the pain of no change/keeping things the same vs. selling the warm and fuzzy benefits.  Fewer selling opportunities + increased competition = customers demanding more value for less money!!!!!!!

5.  Leaders must transform into coaches and be more fully accountable for them and their team.  Get out of the fear based, survival driven mentality and develop a coaching culture.  Develop a 30 day tactical turnaround strategy for your under performance or your staffs.  Stop coaching the un-coachable  Relinquish your role as “Chief Problem Solver”  Become less tolerant of mediocrity and underperformance in yourself and others.

6.  Over-respond and over-communicate to the needs of your customer or prospect or risk losing them to the competition.  Many salespeople are under their desk in FEAR! Perfect opportunity to seize business.  Become more than a operations or sales person, become a valuable resource!  Trusted advisors have an easier time up selling or cross selling.  Retention is the new growth strategy. You need a fine balance between being a great hunter as well as a great farmer.  Help them reach their objectives, save money, and increase revenue. THEIR TOP GOALS!!!

7.  Refine your daily habits and become a master of your day.  Most people are willing to do the things they want rather than the things they need to do to drive the growth of their business.  Time is your most valuable non negotiable commodity. Invest it in the right activities done the right way.  Don’t let employees hide anymore, and don’t try and hide yourself.  Hold yourself and people accountable!

8.  More and more companies are shifting to cold calling to generate new prospects and new leads.  Cold calling is a learned skill set and strategy that needs to be developed and embraced by both operations and sales.  Operations should be constantly looking at ways to up sell and find new leads within our current clients.  Salespeople should be bringing back no less then 30 leads a week from cold calling.

9.  The economy has taught all of us a very costly lesson. The skills, the thinking and the strategies that got us here today will not take us where we want to be tomorrow.  The last year has put more and more people and companies at this crossroads, face to face with this critical decision: adapt, innovate and change or suffer from inefficiency, stiffness, and declining profits and pay checks.

10. Re-inventing your selling, business, leadership and customer service strategies in response to the current market.