Lee Novak, one of the top sales executives in the country, launched his
Ulitzer blog to share his experience, insights, and sales coaching tips. Lee
Novak, a Sales Management Executive for 25 years, uses a proven people-first,
client-first philosophy. Lee has a reputation for building teams that not
only are high-performance groups but also that do business the right way, at
the right time and for the right reasons.
Novak publishes his Ulitzer blog posts on his two topic sites:
Lee Novak on Ulitzer (http://leenovak.ulitzer.com)
Team Building (http://teambuilding.ulitzer.com)
Sales Coaching (http://salescoaching.ulitzer.com)
He received numerous awards for his sales leadership, innovativeness and
measured performance while working in various executive roles at ADP Dealer
Services (a Fortune 500 company in the technology and service sector) for 21
years - where he was... (more)
At times, do you think you're a Superman or Wonder Woman? Pitted in a daily
struggle between the IT department and the business units? We all know that
IT managers juggle a number of hats and scramble to put out dozens of fires,
and truly can be a superhero to their organizations.
But did you ever think about what kind of superhero you are? Where do you
rank in the Legion of Superhero's taxonomy? Are you an IT Wolverine, Green
Lantern or Flash?
Take the IT X-Men (or Women) quiz to see if you have the right stuff to be an
1. Do you do it all?
A one-man or one-woman shop? Able to leap tall stacks of blades in a single
bound? Delivering uninterrupted download services at the speed of a 50-Mbps
bullet? You're a man or woman of titanium. The only thing that can sap your
strength is not kryptonite, it's klez. If this is you, then you're an IT
Superman or Wonde... (more)
During a speaking engagement to a Fortune 500 company I told the story of a
Sales Manager who I knew, that gained invaluable insight regarding the
importance of a establishing a strong team - during a health challenge,
he’d experienced years earlier. The health issue came about very suddenly
and consequently, the Sales Manager was faced with the daunting prospect of,
finding the right team of specialists who could treat his condition and
perform the life saving operation.
Thankfully, the Sales Manager was able to find a reputable neurologist who in
turn, recommended a highly skilled surgeon whose primary practice was located
in the world-renowned medical center in Houston, Texas. The Neurosurgeon had
an excellent staff, which included an anesthesiologist, a tenured nursing,
and recovery team, as well as, numerous highly skilled professionals who’d
assisted in ov... (more)
Last year I was a record setting sales rep at my company selling high tech
solutions. Today I received my annual quota for the new year and was shocked
to see that my account list shrunk by 10% and my quota is the highest in the
company. I am very frustrated with this. I attempted to negotiate a
reduced quota with my manager but he dismissed my request, saying that he has
full confididence that I will figure it out. My quota is gigantic but my
spirit is weak. Any suggestions?
Down in the South -
Dear Down in the South,
I am sure that you are familiar with the biblical story about the tiny frail
warrior David slaying the Giant, Goliath. If Goliath had been a man of
average height - who would've noticed? Who would've cared.? Remember the
bigger the challenge the greater the rewards when you overcome them. Last
year when you received your annual quota... (more)
Marketing is making strides in lead generation, but how kinetic is their
Lead nurturing is often thought about as being found with a flag waving when
your leads decide to take action about resolving a problem your products or
services address. If this is your marketing strategy, you're leaving a lot to
chance just hanging around waiting to be found.
Maybe for some of your longer-horizon leads this is fine, but it's not going
to help you speed up getting quality opportunities to opt into sales
You've all seen those funnel diagrams that show spouts of leads leaking out
of them at different points during the buying process. In order to stop the
leaks and add momentum to your nurturing, you've got to get commitments to
The higher a sense of commitment you can create, the farther and faster your
leads will move toward becoming sales op... (more)
Google “what it takes to be a successful salesperson” and one will get
121,000 different perspectives on what it takes to be one. However, in
today’s competitive landscape what companies are truly looking for is, the
rare individuals who can overachieve the sales and revenue goals, retain and
increase the share of wallet of the existing client base and have the ability
to drive new business in the unsold prospect arena. Sales Organizations want
Magnetic Sales Professionals not simply, successful sales associates. They
want individuals who will create a positive legacy and at the same time
provide sales results without comprising profits. The attributes of this rare
sales specimen are wider, deeper and broader than the average or sales all
star which include:
I. Leadership - Magnetic Sales Professionals view themselves as business
franchisees, their territories as a ... (more)
The following represents twenty five of my favorite motivational, thought
provoking and inspirational quotes which I have accumulated through the the
years. I hope that you will find them useful, enjoyable and entertaining as
you prepare to slay the competitive dragons!
OVERCOMING OBSTACLES AND SETBACKS
1) Fall Down Seven Times Get up Eight.
2) If you are going through hell (lost a deal, behind plan, etc.) keep going.
3) Believe that you are going to turn this setback into a comeback!
It is inevitable that some defeat will enter even the most victorious life.
The human spirit is never finished when it is defeated... It is finished when
4) Walt Disney was turned down 302 times before he got financing for
5) A handful of Patience is worth more than a bushel of brains.
6) Patience is the ability to idle your motor when you feel like stripping... (more)
I spoke to Mike Lim, VP for Engineering at Exist, who by the way is currently
enrolled at the prestigious Kellogg-HKUST Executive MBA program, about this
and here's my non-verbatim summary of our short exchange:
Give people the opportunity to lead, even with small projects. Assign him/her
a role, instead of giving tasks. This will give the person room to be
creative and innovative. This'll give him/her a chance to demonstrate what
he/she can be capable of.
It's not having the title of a "manager". One can be a mentor to another,
give inputs and share his/her experience to a peer, and not have the role of
a manager. That's why "we get people to work as a team, so that we can see
Implement "shadowing". New hires and folks fresh out from college need to be
ramped up to the way we do things, technologies and tooling that we use --
and shadowing gives the... (more)
I have worked in sales for the past fourteen years and have seen fads come
and go. The latest is CRM that, my company has forced upon me. Isn’t CRM
just another way for my company to act like BIG BROTHER to watch and monitor
my every move?
Would you board a commercial airline if you knew, 1) the plane was lacking a
navigational system, 2) you would be flying to the busiest airport in the
world without the aid of an air traffic controller or radar, and 3) the
pilots would not have any radio contact to direct their take off or landing
approach? Most likely not. CRM is not a fad nor is it a way for your company
to act as BIG BROTHER! CRM is a navigational tool that, when used properly it
will increase your profitability, productivity and enhance your customers
buying experience. I believe that what you are really asking is, what is in
One of my first CEO clients - a leader in the early days of the Search
industry - gave me a great piece of advice about the competition. I still
"If you pay too much attention to the competition - you'll always end up
At the time I actually think I thought he was nuts. After all, as a young
idealistic marketing consultant, competitive analysis was one of those B
school standards near and dear to my heart.
Now, some twenty something years later, I see how brilliant he was.
Companies have to think for themselves, not like their competitors.
I'm not saying that you have to ignore your competition. That'd be kinda
silly, now wouldn't it.
What I am saying is that companies have to stop focusing on what their
competition is doing as the baseline for defining their future direction.
Following the competition's lead won't help you be a leader.
I’ve been consulting successfully for over 20 years now. That makes me an
old-timer in many folks’ perceptions. Friends and associates often come to
me for advice on how to start their own consulting business – mostly around
how to position themselves as an expert in the market.
Here’s the advice I give:
Focus. The first inclination for any new consultant is to try to ‘do it
all’. After all, you’ve dabbled in a number of different aspects of your
field, right? Wrong. In my experience, the best way to be successful is to
focus first on a narrow set of skills and areas where you can add the most
value. You need to evidence your experience and success in a few key areas to
get started. So focus on the areas where you’re strongest and most
well-known by associates and peers – where you can have the most compelling
references. You can always expand over time. Evidence yo... (more)