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)
I have a tenured sales person who has a history of overachieving his sales
quota for the past three years. In fact, he has been one of the top
performers in the company and is excellent at closing business in
competitive accounts. However, his service after the sale and his follow
through is the worst on my team. Clients have complained frequently about
feeling as if, he only cares about them when he is selling them something and
then he disappears, doesn't return phone calls, etc. I have attempted to
coach him on this deficit but quite frankly, he doesn't take critici... (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 bib... (more)
Gavin Bulloch Brigadier Gavin Bulloch (British Army, Ret.) served as an
infantry officer for 36 years and was involved in counterinsurgency
operations in several theaters during his service. He is a graduate of the
Army Staff College and the National Defence College. Brigadier Bulloch
commanded a battalion on duties in Northern Ireland, served at NATO
Headquarters on the Strategic Plans Staff, and finally served in Greece as a
Defence attaché before retirement. He recently updated and revised the
British Army's doctrine for counterinsurgency.
Brigadier Bulloch works as a consu... (more)
I was listening to a product launch webinar early this morning. The speakers
were droning on and on about technology and architecture and innovation.
Not a customer benefit in sight - other than the usual generic claims of
'market leading' performance,' unmatched' reliability, 'next generation'
features and all the other 'me toos'.
To be fair, the vendor was presenting the product facts quite well. But
they were leaving it to their listeners to sift through the technology claims
to apply its capabilities to their own situation.
This is a high risk approach. Especially if your ... (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... (more)