How so do you generate opportunity-rich business lists to drive your IT lead generation campaign forward? A few tips from IT lead generation experts.

The World Cup is looming. That thought will fill you with massive anticipation...or complete dread! The England management team have identified just how important it is for the players to have the right mindset if they are to achieve their potential in the tournament. What about your mindset? How often do you focus on YOU? You too should be ensuring you've got the mindset you need to get success in your role. Imagine you or your team being able to quickly and easily conjure up the necessary elements for success - confidence, determination, calmness, or anything else that's needed, at will...whenever it's needed. You can!

The Customer Is NOT Always Right!

Not Every Customer Is Right For Your Business

The customer can no longer mean anyone who does business with us. Increasingly, some of the most demanding customers are the least profitable. Conversely, when a relationship with a "right-fit" customer is secured, you must be willing to make the appropriate investments, innovations and adaptations to remain on-goingly relevant to this customer.

Buyers will always want transactions, but in the near future, they just won't pay for the overhead of a salesperson. In addition to transactions, buyers will always require transformations. For these, they will happily pay for a Strategic Account Manager. Suppliers will be automated. Symbiotic Partnerships will never be automated. They require a genuine human-to-human connection. Those who try to play in the middle as transactional salespeople will be crushed by the march of progress.

Meetings. Do you love or loathe them? Whatever your answer, you know that sooner or later you'll be attending one! According to a survey, 45% of us are blighted by "having a meeting for the sake of having a meeting". Ring any bells? I've attended a few meetings in my time. Some excellent. Some not so! I thought I'd jot down some random thoughts on how to have better meetings! And I'd love to know what you think too! Here goes... =

What are the critical "signs" of pending job loss that might have been present, for at least three to six months before you noticed them?

You Can't Manage What You Can't Measure

Follow Up is Key to Your Organization's Sales Success

Your team is not following up enough. Part of the reason is that you have not educated them on how much follow up is needed for high level success.

Did Manchester City win the English Premier League because they made the least excuses?

What comes up for you when you think about selling your services or products? Do you feel upbeat, positive and ready to share the wonders of what you do? Or do you feel dread, doubt, fear or a combination of negative emotions? You may have an armoury of selling skills but if you have negative emotions going on inside, this will get in the way of your sales success. The signs that negativity is working against you are...

Have you ever asked anyone a question that can be answered in a sentence or two - and yet they're still talking 10 minutes later? Or maybe asked for more detail on a subject - and been given a one line answer? Are you the person that is only interested in the big picture? That is you tend to give very brief responses regardless of the question? Or do you prefer to give a very detailed response to questions? What about others?