The Fastest Way To RevenueLearn Management Articles on management-info.biz. The Fastest Way To Revenue article will help answer your questions on Management Articles.We at management-info.biz specialize in Management Articles. Management Articles at management-info.biz provides the most up to date news and articles. If you have questions please do not hesitate to contact us.
In 1983 my fledgling company was among several that were trying to market a sales training program to one of America's largest sales organizations. Back then, The Brooks Group consisted solely of a part-time secretary and me, though I was closely counseled by my mentor who had tutored me about how to conduct my business. The large, mega prospect had expressed the desire for a complete new sales program to guide each of its 27,000 sales representatives in the United States. In short, it was an enormous undertaking, and to me the contract represented the very foundation of The Brooks Group. With my mentor's guidance, I worked for nearly three years on selling that training program. During that time we built terrific frequent flier mileage accounts, placed hundreds of long-distance phone calls, and wrote countless letters. Each step of the way, we tried to keep our focus clearly on what the client's real agenda was. We had to - that was the very concept we were selling to them! My company did well in the competition for the contract. We took the lead and soon stood at the top of the crowd. It appeared that we were actually going to win the contract and my dream was going to come true: teaching my mentor's customer-focused, needs-based selling system to thousands of salespeople. At that point, something happened: I found it extremely difficult to get my mind off those dollar signs. They were going to pay the contract on a 'per-head' basis! Can you imagine how much money that totaled? It was more than I had ever dreamed. We were going to be very well paid. Predictably, we began to encounter snags with the contract. During the negotiations, I fortunately realized that my focus had shifted from their needs to my own revenues, and I understood the danger such focus represented in nailing down the contract. Recognizing how my focus had shifted, I refocused on the needs that they had. I made more visits and phone calls and got things back on track. Intermittently, my lack of experience and discipline allowed my focus to drift. I began, once again, to think about the new car I might soon be able to buy, the new house I could plan, and the better life I could provide for my family. It was during this period that I began to understand precisely why my focus kept shifting and I was able to learn the discipline to redirect my focus. I fixed my focus once again on the needs of the prospect and kept it there until we won the contract. Throughout that entire consulting assignment, the only time that the proposal went smoothly was when I focused on their needs instead of my own. Like most things in life of any value, the assignment went badly every time I focused on myself. Paradoxically, the more you need the money, the more diligently you must focus on your customer. Customer focus is not a fad; it is the only certain formula for success in the sales. And that is true no matter what it is that you sell. The product or service makes no difference whatsoever. Today's crowded marketplaces truly demand it. Your customers' needs will never include making you rich or raising the value of your company's stock. Ironically, we have found that nearly every sales person we meet already knows at least the basic needs that their products or services can fulfill. Yet few of them truly understand that using that knowledge is the best way to sell their company's products or services.
Clearly, I had a much greater impact on the client when I focused on their needs. Much of what I learned in winning and servicing that contract has helped me to develop my Impact Selling plan, which is based on customer-needs focus. Since that time we have taught the process to tens of thousands of salespeople around the globe. The faces may change, but the process doesn't vary. The philosophy is rock solid, proven successful and it works. I urge you to sustain your focus on the customer, too - and you will be amply rewarded. I very much enjoyed my discussion with Roy and I know you will too. For some background: the ACM, which is the world’s largest educational, scientific and professional non-profit association recently released their ACM Tech Pack on Mobility, edited and annotated by Roy Want, Chair of ACM SIGMOBILE, and his Mobility Tech Pack Committee. “The Tech Pack includes original work, must-read texts, and the latest research from the ACM Digital Library and beyond. Mobile Computing is the fastest growing area in computer science, fuelled by the explosive growth of the smart phone and cell phone market, expected to reach 1.7 billion units shipped this year. [2011] The Mobility Tech Pack looks at Visions and Challenges, Mobile Applications and Middleware, and Wireless and Mobile Technologies. The resource taxonomy includes Survey/Overview, System, Experience, Theory, and General topics. Additional materials include valuable community resources and events, as well as supplementary videos, tutorials, podcasts, websites, newsletters and blogs.”
For Want's significant contributions to Mobile and Ubiquitous Computing he was awarded the status of IEEE and ACM Fellow in 2005. Some of his best known projects are: Active Badge, an in-building location system; ParcTab, the world's first context aware computer system; Personal Server, wireless mobile computer interaction through larger nearby infrastructure and computers; and Dynamic Composable Computing (DCC), sharing resources wirelessly to build a logical computer on the fly. With over 65 issued patents, Roy is a recognized top international authority with research interests in: mobile computing, ubiquitous & pervasive computing, hardware design, electronic commerce, smart cards, distributed systems, multimedia systems, location-based services, mobile user-interfaces, MEMS and electronic tagging (RFID). Roy is the ACM SIGMOBILE Chair and Chair [ACM] Mobility Tech Pack Committee. (http://www.roywant.com/cs and http://techpack.acm.org/) Roy received his Ph.D from Cambridge University in 1988. For a complete profile, go to http://www.roywant.com/cs/. You can find out more about Roy's research interests, professional awards, education, experience, skill set, projects, publications (conferences, journals, periodicals, books, book chapters, published reports, articles, editorials, workshop papers, and EIC introductions), professional activities (professional memberships, committees, conference program chairs, conference technical program committee service, selected invited presentations, editorial posts, PhD thesis committees, industry technical awards, and grants), patents, and media coverage. To listen to the interview, click on this MP3 file link DISCUSSION: Interview Time Index (MM:SS) and Topic:00:44: :18:41: :21:00: :26:18: :29:46: :32:30: :34:34: :38:12: :45:48: :49:51: :52:56: :57:01: :58:49: :01:00:32: :01:03:27: :01:05:33: :01:07:21: :01:08:55: :01:10:21: :01:12:40: :01:13:43: :01:18:30: :01:20:43: :01:23:41: Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 | 68 | 69 | 70 | 71 | 72 | 73 | 74 | 75 | 76 | 77 | 78 | 79 | 80 | 81 |
More Articles:1. One Minute Feedback Like team leaders in any industry, Call Center managers must accomplish countless tasks in a given day. From presiding over call allocations and reading and responding to e-mails, to responding to supervisors' requests, reviewing resumes and setting up interviews and meetings, it's a wonder that they are able to walk the Call Center floor to oversee regular operations. This makes delivering one-minute feedback crucial to a manager's skill set. Research shows that delivering effective feedback in… Acana 2. A Smarter Way to Get Paid By Vernon Stent The majority of companies employ their staff on a time basis. The employee is contracted to work so many hours each week and is paid for each one of those hours.The questions is....why?Pay-for-Time versus Pay-for PerformanceIf an employee is employed simply to be somewhere and not have any other function then it may be understandable that they are paid solely on how many hours they are there. A few - very few - examples come to mind: perhaps a security guard who simply reports what he or she … 3. Developmental Delegation: How To Kindle The Inner Spirit If you manage others, one of your most important roles will be to develop the resources that you have under you and that includes the people themselves. Here is a 6-step guide to how to develop people through delegation. 1. Kindle The Inner Spirit. The first step in developing others is the belief that everyone in the team is capable of growth and development. We demonstrate that belief by being genuinely interested in what they are doing and helping them discover ways in which they can build on… 4. New UK Laws on Staff Dispute Resolution and Disciplinary Procedures By David Miles October 2004 saw the introduction of the Employment Act 2002, which has brought a new approach to staff dispute resolution.It has long been acknowledged that disputes in the workplace are disruptive, stressful, and costly – both for employers and employees. Once time and legal expenses are taken into account, the average cost of an employment tribunal for a UK employer is £2,000. In addition, it is said that 50% of employees who take a case to a tribunal end up in lower paid or lower sta… |
||||
Roy Want is a highly respected research scientist at Google. Prior roles include Senior Principal Engineer at Intel, EIC at IEEE Pervasive Computing, and Principal Scientist at the Palo Alto Research Center (PARC).