Rick Wong's Blog, page 4

Dogs: How Can They Teach Salespeople To Work Better?

I’m a dog lover. My wife and I just got home from a vacation and while making up for lost time with our pup (Wrestle Wilson), I realize how much humans can learn from dogs—experts at service, empathy, and addressing need. What they can teach salespeople is powerful.   Teach Salespeople Service   Our dog […]

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Three keys to creating companies that are Built to Sell

Book recommendation: Built to Sell: Creating a Business That Can Thrive Without You by John Warrillow   I do sales training and coaching for startups–clients who are targeting B and C round funding and a successful exit within 3-5 years. Warrilow’s book offers an entertaining and compelling story about creating a business that’s Built to Sell. I […]

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Buying is a Team Sport: Sell to these 5 People

Conglomerates or entrepreneurial enterprises—buying is a team sport. Don’t get caught selling to only one team member—even if she’s the quarterback. Building internal consensus is a must for salespeople. In an article by Seismic, 6 Top Challenges Salespeople Face Today, they state, “Relying on an individual buyer makes building an internal consensus difficult.” I’d say […]

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Your Dream Job: Illusive or Imminent? 3 Steps to Imminent

I mentor young professionals. Some I’ve met through consulting and others via volunteer work. A question I often get is, “How do I find my dream job?” I hear this often from Millennials—my kid’s generation. No surprise as they’re at the age when I was asking the same. A difference is that many of these […]

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Three Ways to Succeed With Your Introverted Customers

Being reserved and quiet doesn’t mean one is an introvert, just like being loud and lively doesn’t mean one is an extrovert. The main distinction between introverts and extroverts is that the former needs quiet, self-reflection to recharge, while the latter is pumped up by being around others. Introverts need alone time—extroverts need group time. […]

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How to Ensure Your Sales Pipeline Keeps Flowing

A sales pipeline is made up of segments that align with The Five Abilities®, each of which must be flowing for business to thrive. As with a water pipe, if any segment is plugged, the whole pipe ceases to flow. The question you must always tackle is how to ensure your sales pipeline keeps flowing, […]

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Reverse Engineering a Successful Sale

The customer is always right when they describe how they see your value. That was true recently when a client VP said, “With The Five Abilities® you’ve basically reverse engineered a successful sale.” She’s expanding her business and will be hiring new sales and support staff. She wants to ensure that everyone adopts a customer-focused […]

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Making Strides Against Breast Cancer

Almost everyone knows someone who’s been afflicted and/or affected by breast cancer. My first experience was in my twenties when my mother learned at an annual doctor’s visit that she had a lump. My brother, my wife, and I were there days later when she got the news confirming that she had breast cancer. I […]

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Visibility 101: Be Seen Be Successful

An important ability within The Five Abilities® is VISABILITY—the critical ABILITY in prospecting. Being seen in the right way, by the right people, at the right time. Often overlooked is the reality that this troika rarely happens all at once. Successful salespeople know how to sense when all components are not available. Three years ago, […]

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How To Use Passion to Drive Your Success

My consulting helps clients enhance customer acquisition and retention. A key trait in the best performing clients is that their people have passion that drives their success. They tell me, “I love what I do!” That passion that gets them up every morning is visible to the people with whom they do business resulting in […]

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