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Temper The Texting

Chelen Moore

Vice President, Operations

The Grayson Group

 

Would it surprise you to learn that text messaging is not the preferred communication medium for C-level executives or for their executive assistants?  And just in case you were wondering, a hastily sent text message from behind the wheel while you’re stuck in traffic won’t excuse being 15 minutes late for a C-suite appointment.  Not that texting doesn’t have a legitimate place in your array of communication options, mind you.  Responding to a priority telephone call or e-mail while you’re fully engaged on a conference call or webcast is a good use of text messaging.  But don’t forget that while sloppy spelling and syntax is passable between a couple of texting teenagers, it wins you no points with a CFO who probably thinks salespeople are “all thumbs” all the time.  Think about it.

Gayle Rose Golf

She’s gone but she’ll never be forgotten.  She touched so many people in so many wonderful ways, perhaps none more so than the members of  Executive Women International who unanimously named their annual golf tournament after Gayle following her death in January 2002.  Gayle actually initiated and chaired the very first EWI Golf Tournament.  She later was elected President of EWI in 2000 even as she was fighting the cancer which was to take her life.  Please circle June 19, 2009 on your calendar and plan to tee off at Cowboys Golf Course.  You’ll play a great golf course, honor a special woman and support a great organization and its charities.  For more information on the tournament, call Paula Myers at 972/869-4773.

Selling To The Feds

Many companies toy with the idea of selling products and services to the Federal Government but never quite get around to it.  Well, if ever there was a time to think about it again, the accompanying chart provides some validation.  So whether it’s partnering with an established Federal Government reseller or pursuing your own GSA contract, tempus fugit.

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Self-Assurance

A salesperson’s lot has always included unpredictability, uncertainty and anxiety.  The ability to persist and win in the face of such obstacles is what the profession is all about.  But today the

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salesperson is faced with a business slowdown of unprecedented proportions and unknown duration.  Many are dispirited and fearful of what 2009 holds.  Then along comes the eternal optimist, the saleswoman who faces adversity by doubling her activity levels, mobilizing her network and taking extra special care of her existing customers.  Invariably this produces the dual phenomena of luck and serendipity on which quota-breaking performances are built.  So when looking for reassurance in times of stress, look no further than doubling your personal resolve to do those things history tells us are the antidote for slumping sales.

Everybody Sells

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Many believe, the hearty band at Grayson Group included, that Peter Drucker was the smartest and most lucid of business consultants.  He wrote more books than most people have read.  His core message was that a business, any business from General Motors to IBM to a fledgling start-up, exists for only one purpose.  That purpose is to attract and keep customers.  No message is more appropriate or should resonate louder as companies confront the ravages of the deepening recession.  It’s all about seeking out, selling to, and providing incomparable service to qualified buyers.  So whether you carry a quota, or work in the accounting department, or serve as an administrative assistant, the mantra, “EVERYBODY SELLS” could never be more relevant or important.

Scratching For Business

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“When the worms are scarce, what does a hen do?  Does she stop scratching?  She does not.  She scratches all the harder.  A lot of businessmen have been showing less sense than a hen since orders became scarce.  They have laid off salesmen; they have stopped or reduced their advertising; they have simply resigned themselves to inaction and, of course, to pessimism.  If a hen knows enough to scratch all the harder when the worms are scarce, surely businessmen ought to have gumption enough to scratch all the harder for business.”

--B.C. Forbes