 Source |
|
Topic |
 |
|
After initially writing
a guest column for the North Bay Business Journal
(circulation 9000, serving
North San Francisco, Sonoma, Marin, and Napa counties)
at the invitation of their editor, Brad Bollinger;
a
regularly featured
monthly column has since been born called Chuck
Talk. Read these columns here or at www.NorthBayBusinessJournal.com: |
| |
|
|
| |
|
MARCH 31, 2008
Drop the sales title, you’re in business development
The word sales should be banished from every business card
in every company. If you have the title of sales representative, sales manager
or vice president of sales, then you are instantly putting yourself in a subservient
position when it comes to...
...more |
| |
|
|
| |
|
MARCH 17, 2008
Anger destroys people, so be sure to keep your cool
- POINTED QUESTIONS, TENSION ARE OK, BUT PERSONAL ATTACKS ARE NOT
The best in any position in any company at any level – and I’m talking
about the best – are tenaciously focused on hitting goals.
...more |
| |
|
|
| |
|
FEBRUARY 25, 2008
Splintered attention leads to lack of focus and growth
When I see underperformance in a company, I look first to the resources dedicated
to meeting a goal.
...more |
| |
|
|
| |
|
FEBRUARY 11, 2008
The best testimonials aren't always in the brochure
- How to get others to 'Sneeze' your name and bring in business
There are three possible things that are going on in the business world pertaining
to you right now. Either nobody is talking about you, they're talking favorably
about you or theyíre talking poorly about you.
...more |
| |
|
|
| |
|
JANUARY 7, 2008
To make a goal stick, you must really want it
- Add that to setting something meaningful, measureable, attainable
From my perspective, heres the difference between those who set real goals and
those who dont. Real goals must contain the following three things. They are
meaningful, measurable and attainable. But in my experience, it goes much deeper
than that...
...more |
| |
|
|
| |
|
DECEMBER 17, 2007
Is the time thief stealing away real opportunities?
Im not an expert on time management systems, but I do know that if you are really
after making productive forward progress, you often are faced with the feeling
that there isnt enough time in a day to get everything done. For some it is true.
They...
...more |
| |
|
|
| |
|
DECEMBER 3, 2007
Your word is your word regardless of the size of the commitment
I caution leaders all the time to never underestimate living up to the little
commitments that they make in conversation with their people. What appear to
be minor statements are not so small to those on the receiving end. Comments
like Ill send you...
...more |
| |
|
|
| |
|
NOVEMBER 12, 2007
Things to take personally, and those you shouldn't
A few weeks ago I was in North Carolina giving a keynote speech to a room full
of CEOs and executives on Building a Scalable Sales Team. The more speaking you
do, the more youre able to gauge your success on a couple of factors.
...more |
| |
|
|
| |
|
OCTOBER 29, 2007
Show me a perfectionist and I'll show you a procrastinator - WHILE
WAITING
FOR THAT PERFECT TIME, PROBLEMS FESTER, OPPORTUNITIES SLIP BY
My work last week had a real theme to it. Let me try to flush it out for you.
...more |
| |
|
|
| |
|
OCTOBER 10, 2007
Dividing the fully engaged from the lackadaisical
I consider myself a pretty fast read on people. Regardless of where anyone sits
on the food chain, I’m always on the lookout for those who are engaged
and in their business versus those who are disconnected and lackadaisical.
...more |
| |
|
|
| |
|
OCTOBER 01, 2007
There’s a lot more to the rat than just catching it -
TO REACH FULL POTENTIAL REQUIRES ONE TO UNLEASH COMPETITIVE NATURE
The other night I went out to the garage to get some dog food for
my lab Charlee. As I flipped on the light, a not-so-small dark rodent with a
long tail shot across the floor of the garage. Ive seen that move before, I said
aloud to myself. ...more |
| |
|
|
| |
|
SEPTEMBER 10, 2007
Personal accountability or victim, it's your choice
I was in a meeting with an executive last week discussing the company's
expansion of its sales team when he posed the following question, Chuck, where
are all the hungry people? He was referring to a lack of seemingly passionate,
motivated potential ...more |
| |
|
|
| |
|
AUGUST 27, 2007
How to get your mind to an inspired state
A mentor of mine tells the story of Christopher Columbus and his
discovery that the world was round. To paraphrase his words, he said that Columbus
didnt sit around and analyze and debate the flat vs. round controversy. In fact,
there wasnt a ...more |
| |
|
|
| |
|
AUGUST 13, 2007
One type of ego gets in the way, another drives you
In my last column, I wrote about the pitfalls of letting our ego
get in the way of our productivity when we let meaningless issues take our energy
down a negative path. I used examples such as not getting enough attention from
our boss, feeling ...more |
| |
|
|
| |
|
JULY 30, 2007
Too often, our ego gets in the way of moving forward
Think for a moment about the following circumstances:
We walk by our company conference room and there is a meeting going on with executive
management and many of our peers. We were not invited and it bothers us. ...more |
| |
|
|
| |
|
JULY 09, 2007
The real answers to your success are in the heart
If you knew that swimming in this particular lake would provide you
with all of the answers that you could possibly ever need to be a tremendous
success
in
your business life, would you jump in? ...more |
| |
|
|
| |
|
JUNE 25, 2007
Not
having fun at sales? You better be
I was enjoying a wonderful day on the golf course recently. I can
assure you it wasn’t because I was playing with precision. It was pretty
much the opposite. It was more like a combination of some good shots sprinkled
among a golf swing that can ...more |
| |
|
|
| |
|
JUNE 11, 2007
Use
the Tough Customer to Make Yourself Better - They are demanding but push a business
to new levels
I’m sure you have war stories of dealing with people who just
never seem satisfied.
Sticklers for every detail, they show no expression of gratitude or satisfaction ...more |
| |
|
|
| |
|
MAY 28, 2007
Searching
for the 'magical fix' could kill your business
"All we have to do is make this one change, and revenue will
go through the roof." When I hear a statement similar to this, I get a
little
nervous
for the person who is saying it.
...more |
| |
|
|
| |
|
MAY 14, 2007
Want
to make your weekends more serene?
Can you relate to the following state of mind?
I woke up on Saturday morning after a restless night's sleep. I was thinking
about the same issue that had been burning in my brain since mid-week. ...more |
| |
|
|
| |
|
APRIL 30, 2007
Don't
be left behind in sales revolution
The new sales revolution is here, and we're all a part of it. ...more |
| |
|
|
| |
|
APRIL 09, 2007
Top
salespeople: Are they born or made?
I’ve often heard sales managers say “I’m looking
for born salespeople,” or “I want a natural.” You know the
kind of salespeople that I’m talking about. They are absolute experts in
their field and in command of their every move ...more |
| |
|
|
| |
|
MARCH 26, 2007
Letting
fear rule you or using it to produce results
How many times have you heard comments like this about someone in
business, "He is fearless." Or, "She has no fear." I don’t
believe anyone is absolutely fearless. In my view, that would be a license for
total reckless abandon. A more accurate ...more |
| |
|
|
| |
|
FEBRUARY 26, 2007
The
'I Quit' chip separates very good from very best
I’m fortunate in my profession to meet and work with a lot
of really solid, talented people. I’m constantly meeting new people who
are grateful for their opportunities, who they are and where they are professionally.
These people are authentic in ...more |
| |
|
|
| |
|
FEBRUARY 12, 2007
Ready,
set: Learn, exercise discipline and execute
When I was 18, I decided to take karate lessons, probably because
I’d just seen a Bruce Lee movie. "I’m taking karate," I
told others. "I’m
going to become a black belt."...more |
| |
|
|
| |
|
JANUARY 29, 2007
A
week in the life of a professional and non-professional -
10 QUESTIONS TO ASK YOURSELF ABOUT YOUR APPROACH TO BUSINESS
Answer yes or no to the following 10 questions
about your business:
1. Are my purpose and my objectives crystal clear?
2. Do I solve problems and/or eliminate pain?
3. Do my clients tell me that I exceed their expectations?. ...more |
| |
|
|
| |
|
JANUARY 15, 2007
Exploring
ourselves as a brand and discovering our promise -
DO YOU HAVE THE LOGO, PERSONAL TAGLINE AND IMAGERY YOU WANT?
Company branding is so much more than logos, tag
lines, fonts, imagery and business cards....more |
| |
|
|
| |
|
JANUARY 01, 2007
The
past is gone, the future uncertain, so stay in the moment -
MAKE A LIST, FOCUS ON IMPORTANT TASKS AND TRY NOT TO WAVER
It seems like everyone loves a “feel good” story.
And why not, who doesn’t
want to feel good? You know the kind of stories
I’m talking about:
The kid whose job it is to wash the new cars on
the dealership lot. He goes ...more |
| |
|
|
| |
|
DECEMBER 11, 2006
Willingness
to change course as important as determination
There's a story about a golfer who steps up to
the tee box and hits a wicked duck hook out of
bounds. Embarrassed, he reaches in his pocket,
tees up another ball and again, hits another horrific
twisting shot out of bounds. Now angry and determined,
he walks back to his bag, gets another ball, tees
it up again, and ...more |
| |
|
|
| |
|
NOVEMBER 27, 2006
Authenticity is fundamental to developing trust
Do your clients or customers trust you? Do your
partners, peers, employees and vendors have confidence
in your words when you tell them something? And
can you say with certainty that you trust them?
How important is trust in business anyway? ...more |
| |
|
|
| |
|
NOVEMBER 13, 2006
If
you're not uncomfortable, you're not growing - WAYS TO GET OUT OF
THE MEDIOCRE 'COMFORT ZONE' AND STAY MOVING AHEAD
It was the 1980s, and my
sales manager called me into his office. Spread
across his desk were my weekly sales call reports
dating back four or five weeks. All paper in those
days, ...more |
| |
|
|
| |
|
OCTOBER 23, 2006
Whether
lawyer, doctor or dentist, sales are part of growth
I listen to talk radio, particularly sports talk.
One of the hottest topics, if not the hottest,
is whether the San Francisco Giants should bring
back Barry Bonds. For the two people on the planet
that don’t know, ...more |
| |
|
|
|
|
OCTOBER 2, 2006
How
not to manage America's 14 million salespeople
The world is vastly more competitive, with an estimated
14 million salespeople in the United States vying
for fewer pieces of a shrinking pie. ...more |
| |
|
|
| |
|
SEPTEMBER 18, 2006
The Us vs. Them Disease: There is a Cure
A. Inner company departments are at odds with each
other with both “camps” embattled
in finger pointing. They’re in denial over
their dependence on each other for not just their
growth and quality goals, but their very survival.
B. Management and staff are unable to operate in
unison, ...more |
| |
|
|
| |
|
AUGUST 2006
Which
are you? Performer, Professional, Caretaker,
Searcher? I've spent the last
25 years selling, managing, leading and building
sales organizations, and if you’ve managed
salespeople for any length of time, I guarantee ...more |
| |
|
|
|
|
OCTOBER 2006
If
You Manage Salespeople, You Better
Why are some people wildly successful in sales,
meeting and exceeding every sales goal—while others, even in
the same company, with the same product, tools
and compensation structure, seem to be marking
time? The answer has to do with ...more |
| |
|
|
 |
|
SEPTEMBER 2006
Breaking
The Bank - Sales training skills that stick. Why
are sales training programs so often unsuccessful?
Financial services companies spend tens of
thousands of dollars to put their entire
sales force through the latest hottest training
program touted to increase its numbers. However, ...more |
| |
|
|
 |
|
AUGUST 2006
Understanding
the Sales Team. Knowing how to work with
the four kinds of salespeople. Why
are some people wildly successful in sales,
meeting and exceeding every sales goal, while
others, even in the same company, with the
same product,
the same tools and the same compensation
structure, seem to be marking time? ...more |
| |
|
|
 |
|
JULY 2006
Do
You Really Understand Your Sales Team?
And why your bottom line depends on it... Have
you ever closely examined why some people
are widely successful at selling, meeting
and exceeding their goals ...more |
