Randygram – DO THE HARDEST THING FIRST If you are like many people, you have certain routine tasks and small assignments that you do each day. Answering emails, a quick status update, scheduling a meeting. But you also have that presentation to create and give, calculations to calculate, big issues to wrestle with and deadlines […]Read more "DO THE HARDEST THING FIRST"
RANDYGRAM – TAKE GOOD CARE OF YOURSELF Life can sometimes be hazardous to your health. It also gives one pause to reflect on how often we worry about everything and everyone but ourselves. Sales is the group rushing from appointment to appointment, yapping on a cell phone and trying to juggle a multitude of ever […]Read more "TAKE GOOD CARE OF YOURSELF"
RANDYGRAM – YOU CAN’T SELL ANYTHING TO IBM I know that you are saying that IBM buys lots of products and services, and they do. But no salesperson, no matter how talented and relentless sells directly to IBM or any other entity. IBM is a company. You sell to people who work for IBM. And, […]Read more "YOU CAN’T SELL ANYTHING TO IBM"
RANDYGRAM – DON’T SELL, SOLVE PROBLEMS You are a salesperson. Someone in your organization sets goals for revenue or units sold and your job is to find prospects and existing clients who will buy. The more customers buy, the more you sell. Is that how you think of yourself and the process of creating sales? […]Read more "RANDYGRAM – DON’T SELL, SOLVE PROBLEMS"
RANDYGRAM – MEETINGS PART 2 – (AGENDAS AND TIME) In this continuing series about making meetings matter, I want to discuss the importance of a well designed agenda and of establishing time for meetings. With very few exceptions, every meeting needs to have a clear agenda. It will specify the title of the meeting, its […]Read more "MEETINGS PART 2 – (AGENDAS AND TIME)"
RANDYGRAM – HOW COME? We park in a driveway but drive on a parkway? We buy luggage named after Amelia Earhart, who has been lost since 1937? People say: “Heads Up!” when they really mean “Duck!” It is so hard to remember how to spell the word “mnemonic”? We take “nonstop” flights when we really, […]Read more "HOW COME?"
RANDYGRAM – ATTA BOY! and ATTA GIRL! I am willing to bet that like me, you are quick to criticize and a bit slower to compliment. That is true for most people. But it is something we should all work to overcome. There is nothing wrong with making constructive critical remarks, but they are best delivered […]Read more "ATTA BOYS"