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Author Archives: David Shedd
What Does a Buyer Want?
I recently interviewed a professional buyer at a customer company who was looking to move into a sales role for our company. I asked how she would use her current experience as a buyer to be a better salesperson. Her … Continue reading
5 Ways Managers Can Make It Happen
In order to move our companies forward, we, as managers, need to get the right things done – the most important tasks that lead to success. This needs to happen in a workplace besieged by interruptions, distractions, and office chatter. … Continue reading
The 9 Steps to Managing Our Stress
As business leaders, our lives are often stressful. Recent research confirms what many of us have observed; stress can harm our careers, endanger our health, and kill. In my career, I have witnessed: A boss retire early from his dream … Continue reading
Don’t Upsell…Right Sell
“Would you like to supersize your order?” As I wrote previously (“Do You Want Fries With That?” – An Opportunity for Profitable Growth), upselling can bring additional value to our customers, create additional sales and profits, and cement our relationships … Continue reading
Coaching and Developing Great Salespeople
Wanted: Great Salespeople! All of us are looking for great salespeople to close business, grow revenue, and help drive our companies to success. What are some of the qualities of great salespeople? Professional and personable Responsive and lives up to … Continue reading
Lead With Questions
As leaders, we often have an employee come to us with an issue or problem. As “make it happen” managers, we then focus on getting the problem solved and getting it done as quickly as possible. Thus, we take charge, … Continue reading
5 Steps to Improving Customer Service
Excellent customer service is a fundamental for success in our businesses. Unfortunately, it is all too often lacking. So, how can we improve customer service in our companies? Hire and Develop Employees that Actually Like People: Customer service starts and … Continue reading
Prepare Questions…Not Presentations
The sales meeting begins. The salesperson starts talking through a PowerPoint presentation slide deck (which took him several hours to complete) telling the customer how great the salesperson’s company and products are. 30 minutes later the presentation is complete. And … Continue reading
We Must Impose Limits… On Ourselves
As business leaders, we are constantly being bombarded with distractions, new opportunities, and issues. Everything and everyone screams at us to do more. Yet, to achieve our goals, we must prioritize. By imposing limits on ourselves, we can better focus … Continue reading
Posted in Improve / Turnaround, Perform / Execution, Personal Success
Tagged Business Leadership, Business Transformation, Business Turnarounds, Consistent Execution, Do the Right Thing, Focus, Less is More, Make It Happen, Personal Productivity, Prioritization, Process Improvement, Simplicity, Tim Ferriss
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Get to the Front Lines
Undercover Boss has become a hit TV series by showing big corporate bosses going undercover and discovering the reality of the work lives of their employees. As leaders, we do not need to go undercover; we just need to get … Continue reading
Posted in Business Acumen, Leadership, Team / People
Tagged Accountability, Business Leadership, Business Transformation, Business Turnarounds, Change, Customer Satisfaction, Do the Right Thing, Employee Engagement, Face Reality, Human Resources, Integrity, Sales and Marketing, Sales Coaching, Winning Teamwork
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Ten Ways to Grow Sales Now
Despite the improving unemployment rate and positive economic indicators, many B2B companies are stuck in slow and no growth modes. How can these companies re-kindle growth and increase sales?
New Year Resolutions for First-Time Managers
Happy New Year! For first time managers struggling to move their business units forward in 2015, now is the time to take a step back and focus unwaveringly on the fundamentals of managing and leading others. As such, I offer … Continue reading
Mistakes Will Be Made
Four fundamentals to executing and getting things done are: Keep it simple Focus on the important Empower the team to make decisions at the lowest level possible Speed In practice, we often ignore these straightforward guidelines due to one over-riding … Continue reading
Simple: Conquering the Crisis of Complexity
Simple: Conquering the Crisis of Complexity, written by Alan Siegel and Irene Etzkorn, is an excellent reminder to all of us to rail against complexity and keep things simple. Even though I summarize some of the key points below, I … Continue reading
Posted in Communication, Perform / Execution, Personal Success
Tagged Business Leadership, Business Transformation, Business Turnarounds, Communication, Competitive Advantage, Customer Service, Leadership Success, Less is More, Marketing, Personal Productivity, Problem Solving, Process Improvement, Simplicity
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Go Where the Growth Is
In today’s low growth world, B2B companies need to be looking for those market segments and niches that are growing faster than the overall economy. ‘Going where the growth is’ offers our companies the promise of increasing sales to growing … Continue reading
Foster Fresh Perspectives
As leaders, we can often get stuck in ruts, talking to the same people every day and thinking the same way as everyone else. To breakthrough and come up with new and innovative ideas and approaches to problems and issues, … Continue reading
Recap – One Key to Help Move Your Company Forward
A customer interaction and a meeting are not truly finished until we take a moment to review and sum up what has just happened. How do we recap? 1. In a customer interaction, we need to go over the … Continue reading
David M. Shedd - Move Your Company Forward 