The new manager walks into the conference room. The several staff members turn and look at each other expressing obvious shock over is youthfulness. He begins to tell the staff that he is only instituting one new change: they are going to begin online marketing using LinkedIn.
He explains to the staff that they are to update their resumes, and they are to encourage their customers to provide positive feedback, commentary and peer endorsements. The small group begins to whisper among themselves.

"What do you mean by peer endorsements?"

"Why are we updating our resumes?" another asks.

And finally, a third simply asks, "What do you mean 'linked in?'"

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During a research experiment a marine biologist placed a shark into a large holding tank and then released several small bait fish into the tank.

As you would expect, the shark quickly swam around the tank, attacked and ate the smaller fish.

The marine biologist then inserted a strong piece of clear fiberglass into the tank, creating two separate partitions. She then put the shark on one side of the fiberglass and a new set of bait fish on the other.

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Sales success relies on your ability to communicate effectively with your prospects. The problem is we often get in our own way by not being intentional about the intent of a meeting.

Kelly knew that the sales reps on her team were dedicated to their customers but they seemed to be running in circles.

There was a tremendous amount of "Sales Person Activity" but not enough "Sales Activity."

Kelly knew that based on the activity, her team should be closing more business. When she sat in on a week's worth of calls and meetings she determined that her team was lacking a clear focus on the intent of their meetings.

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