Advanced Training | How to Craft a Value Proposition with Alex Hultgren
STAND OUT FROM YOUR COMPETITION: How to Craft a Value Proposition That’s … Valuable Let’s be honest – you’re pretty darn awesome. And your business can run circles around that shop down the street claiming to do the same thing. But do your customers (and more importantly, your prospects) understand this? Too many businesses today […]
Personal Emotional Needs (PENs)
Why People Actually Buy. Downloadable Training Topic People make the initial decision to buy or not emotionally from their Child Ego State, nearly 100% of the time. Then their Adult and Parent Ego states fight out the details. You can take a much deeper dive into Transactional Analysis at ChangingMinds.org. If you’ll pretend I’m even […]
Mutually Agreed Agendas and Outcomes (M.A.A.O.)
Mutually Agreed Agendas with possible Outcomes (MAAOs) turbo charge the sales process, get rid of ambiguity, shorten sales cycles, enhance bonding and rapport, and take the pressure off both the prospect and sales person.
Landing Your Prospecting Message…Nailed It!
Prospecting Message 10, 30, and 60-second Commercials The Bold Networking Prospecting Message is quite possibly one of the Top three most critical elements of the entire sales process and capstone for both marketing and prospecting. Mastery of your 30-second commercial (aka 60-Second Presentation) is absolutely critical to your sales (and marketing) success! Prospecting and the […]
Linked-In or Linked-Out?
Effectively Setting Up and Growing Your LinkedIn Network | 6-Week Strategy Training Worksheet Download A lot of people I talk to tell me that they are confused about what LinkedIn does or doesn’t do, may be overwhelmed with setting up a new social media channel, may be lost and unsure of where to start, and most […]
Success Metrics | Leading, Middle, and Lagging KPIs
DOWNLOADABLE PDF WORKSHEET Ultimately, the activities that lead to achieving your goals are called Leading Activities. When we measure and track these activities or keep score we call them performance indicators. When they are critical to our success, we call them Key Performance Indicators or KPIs. For sales, when you think of leading activities, you […]
Success or Failure…You Choose (Traits of Success)
Four Traits of Success Self-Assessment Training Topic Assessment With most things in life and in business, there are only about half-dozen things that make up about 80% of the outcomes. For example, there are probably only about half-dozen things that make up around 80% of excellent health (nutrition, exercising, hydrating, sleeping, and avoiding unhealthy foods […]
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The Law of Influence
Over the last few weeks, we discussed the first two Laws of Stratospheric Success from the Go-Giver by Bob Burg and John David Mann: The Law of Value and The Law of Compensation. In this week’s training topic, we dive into the third law, The Law of Influence. The Law of Influence states, “Your influence is […]
What’s Changed Conversations
In an ideal world, here’s an example of a What’s Changed conversation to give you a little context of what it might look, sound, and feel like, and then we’ll break it down into its components. However, please know that it NEVER goes like this and scripts typically don’t work anyway. [Following a great Discovery […]