Leadership Quotes – July, 2015

Leadership Quotes – July, 2015

A summary of leadership quotes and other tweets during the month.

  • A movement is when people work together in one direction. Leader’s job is to inspire them to move. @SimonSinek
  • Be dyslexic … think no means on. @PeterGuber
  • Be firm on principle, but flexible on method. – Zig Ziglar
  • Do not hire smart people and tell them what to do; hire smart people and let them tell you what to do. – Steve Jobs
  • Do not live your life through others, live it for others. @SteveGutzler
  • Done is better than perfect. – Mark Zuckerberg
  • Effective leadership is not about being liked; leadership is defined by results, not attributes. —Peter Drucker
  • Effective sales coaching is the biggest driver of sales productivity. @MarkRoberge
  • Hire people who are better than you are then leave them to get on with it. @LeadershipCures
  • I am an optimist. It does not seem too much use being anything else. – Winston Churchill
  • I am not afraid of army of lions led by a sheep; I am afraid of army of sheep led by a lion. – Alexander the Great
  • I do not hate people that are smarter, more creative and imaginative than I am. I hire them. – Unknown.
  • If I do not stand for something, I will fall for everything. @SteveGutzler
  • Inspire others to inspire others. @LeadershipFreak
  • It is not others that hold you back, it is you. @Entrepreneur
  • Leaders who do not feel frustration are too happy with the present. @LeadershipFreak
  • Leadership is the art of getting extraordinary performance from ordinary people. @SteveGutzler
  • Love what you do or do not do it. – Mark Cuban
  • Only 8.5% of all b2b sales organizations meet the criteria of world class. @MillerHeiman
  • Our role as leaders is to set the stage, not perform on it. – Linda Hill
  • Pessimist complains about wind. Optimist expects it to change. Leader adjusts the sails. – John Maxwell
  • Remove negative words from your vocabulary and a positive world will greet you. @SteveGutzler
  • Sales triumphs all. @RobertHerjavec
  • Speed is a (if not the) defining characteristic of a leader in every industry. @DaveGirouard
  • Speed is ultimate weapon in business. All else being equal, fastest company in market wins. @DaveGirouard
  • Stop automating human interactions. @Inannarino
  • The biggest communication problem is we do not listen to understand, we listen to reply. @ValaAfshar
  • The future called. It said to get business results fast and transform. @DellEnterprise
  • The more you compromise, the less inspiring you will be. @ValaAfshar
  • The only vision I buy into is extreme growth for every employee. @Tom_Peters
  • The scarcest resource in the world used to be time, today it is attention. @Mark_Sanborn
  • The way to get started is to quit talking and begin doing. – Walt Disney
  •  Those who win are those who think they can. – Richard Bach
  • To live and flourish, look for people who inspire the very best in you. @SteveGutzler
  • Tough times do not last, tough people do. – Robert Schuller
  • We need to make certain that the labels we put on ourselves are not limits, but enhancements. @TonyRobbins
  • When facing a rude prospect, the best SDRs shrug their shoulders, smile and dial the next one. @SalesLoft
  • When it comes to sales, the telephone is your most powerful tool. @GrantCardone
  • You are only as good as the people you hire. – Ray Kroc
  • You can always spot great leaders bc they do not overshadow others, they elevate them. @MikeMyatt
  • You will always miss 100% of the shots you do not take. – Wayne Gretzky
  • Your credentials do not mean squat. Tell me about your contribution. @Leadershipfreak
  • Your only competitors are your past achievements. – James Cameron

All contents copyright © 2015, Josh Lowry. All rights reserved.

Educate Prospects First

Educate Prospects First

Salespeople who share market information win over salespeople who lead with their company or product.  

According to sales training company Chet Holmes International, 3% of prospects are buying now; 7% are open to buying now; 30% are not thinking about buying now; 30% do not think they are interested in buying now; and 30% know they are not interested in buying now. Unless you have a list of the 3%, leading with company or product information will have limited success. Why? Both are readily available and have minimal strategic value. Strategic value comes from educating prospects about the market and how to be more effective and efficient within it.

Educating prospects is a strategic approach to B2B selling. You will attract more buyers by offering to teach them something of value (something that helps them) than by trying to sell them your product or service. Remember, only 3% of prospects are buying now; i.e., open to hearing about your product or service. When you offer to teach them something of value, power shifts from the prospect to the salesperson. The salesperson is viewed as a consultant or teacher, which removes any negatives associations the prospect may have about being sold.

Education-based marketing focuses on the buyer, not the company or product. It teaches prospects about their business and industry with market information. Communicating your project management solution is product information. Communicating the “Top 10 Ways You Are Wasting Money in IT Operations” is market information. While product information is easily accessible on the Internet when needed, everyone is interested in saving money in IT operations. The latter is an example of market information attracting more buyers than product information.

Market information can motivate buying when prospects may not believe or know they need your product. What market information should be used? Market information that sets the buying criteria in your favor. If it is valuable, prospects will perceive the salesperson as an expert. Prospects are always more motivated and receptive to experts within their industry. Market information also makes subsequent company and product information more credible and relevant. Salespeople should position their company or product only after the prospect has been educated.

All contents copyright © 2015, Josh Lowry. All rights reserved.


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