by Shaun Heuerman | Feb 25, 2015 | Sales & Marketing, Sales Process, Sales Training
Are you a bland commodity? IF so, you’re not going to get massive referrals and people talking about why you’re great. In a seminar recently, I know many tables had ideas they wanted to share to an exercise I gave them. So, instead of asking who wanted to go first, I...
by Shaun Heuerman | Feb 18, 2015 | Sales Process, Sales Training
A teacher read a story to her second grade class about a village of fishermen. “Take out a sheet of paper,” she said, “and I’d like you each to draw a picture of the lake and the fishermen from the story.” The class began drawing big blue lakes with boats scattered...
by Shaun Heuerman | Feb 11, 2015 | Sales Process
Do you have a “sales prevention” department? It happens every day, all day in almost every bank. The phone rings. A well-meaning staff person answers politely. The inquirer asks, “What are your mortgage rates?” to which the well-meaning staff person...
by Shaun Heuerman | Feb 4, 2015 | Effective Leadership
Are you playing the wrong game? One of my favorite movie lines of all time is from The Greatest Game Ever Played, a golf drama based on the true story of the 1913 US Open. Twenty-year-old Francis Ouimet was challenging his idol, Englishman Harry Vardon, who had...
by Shaun Heuerman | Jan 28, 2015 | Effective Leadership
Are you as good as you think you are? Whether the economy gets better or not is out of your control. But YOU getting better—that’s entirely in your control, and it’s non-negotiable. As a leader, YOU set the standards. And this year, those standards had...
