Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Does my company need a Coach?

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One of the things that usually entrepreneurs ask me when we talk about coaching is:

“But why does my company need a Coach?”

The question is fair; with so much information about coaching in the world, nobody knows which way to turn.

Although there are several types of coaching on the market, which can go from the more personal to the more professional issues, the coaching methodologies that we use with our customers are distinguished from the others by several factors.

To get an idea, one of our coaches goes through a very extensive training process, where several business and personal themes are focused on, which aim to improve the performance of companies in the main aspects of the business.

We may be talking about strategy, marketing, finance, sales, leadership, … [ Read the rest ?? ] “Does my company need a Coach?”

What would you like to change in your company?

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One of the questions we usually ask the business owners and managers we work with is precisely this:

“What would you like to change about your company?”

Although it sounds simple, it often provokes quite diverse reactions.

The answers can range from “everything” to more surgical issues, such as increasing sales, decreasing costs, getting paid on time, and so on???

But the answer I was given this week by a top management board of a large company was:

“Look, I don’t know. I don’t know where to start.”

The problems were so many that this person specifically didn’t know where to turn anymore. This situation comes up quite often to our team these days in the field.

With the pandemic, the decrease in consumption, the increase in fuel prices, and … [ Read the rest ?? ] “What would you like to change in your company?”

Is your prospecting effective?

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Depending on the behavioral style of the salesperson and the area of business in question, some hate it; others love it.

I’m not so concerned about whether one likes or dislikes prospecting.

I think it’s a given in any commercial area that, one way or another, the sales process starts with contacts with potential customers that may or may not be of quality, that may or may not be interested, that may or may not have a budget.

Anyway, do you begin to see a pattern?

Of course, you do.

One of the main difficulties in prospecting is precisely related to the quality of the information that we work.

Having a “good” database of potential customers is fundamental.

The better the information we work with, the greater capacity we have … [ Read the rest ?? ] “Is your prospecting effective?”