Winning with Leslie Groene July 2012
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Upcoming Events

A Seven-Part Webinar Series

Webinar #1:
Wednesday, July 11, 2012
Presented by Leslie Groene, Groene Consulting
10:30 am - 11:30 am $65 per computer hookup
To register email
This webinar's topic is Goal Setting and Planning. What you will learn:
  • Learn the difference between a vision and a goal
  • Creating a plan that includes actionable steps
  • Making sure your timeline aligns with your goal
  • Using what we can control to achieve our goal
  • What holds you back?

Webinar #2
Wednesday, July 11, 2012
Presented by Leslie Groene, Groene Consulting
Noon - 1:00 pm $65 per computer hookup
To register email
This webinar's topic is Asking the Right Question and Overcoming the Objections That You Know Will Come! What you will learn:
  • Start the questions with one of seven words!
  • Decide prior to the conversation what you are trying to accomplish
  • There are only 6 objections-know what your responses need to be
  • Anticipate which objections you will receive

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More Information

Independence and the Olympics in July!
Just having celebrated the 4th of July, I am always struck with the blessings we have here in this country. The choices in professions, lifestyle, free time, religious beliefs, political parties, hobbies, education options and the list goes on! So what does this have to do with sales and business development? Are you utilizing ALL of the options available in your chosen career or company; do you appreciate the freedom you have to choose your specific discipline in your company; are you taking advantage of all the education opportunities to improve your 'game' or skill set; do you embrace each day with new resolve and passion to make the day the best it can be?
And as the Olympics approach, we get to see the world's best athletes compete in 26 sports that include 10,500 competitors from over 200 counties as they strive to be their best for this world wide event. Michael Phelps (who holds the all-time record for the most gold medals) trains for 6-8 hours per day and the average world class athlete trains 23 hours per week.
These may be extreme examples but are you putting in enough work hours and training hours to be a world class sales professional, manager or service provider?

Focus Point
14. Keep a positive mental attitude and remember that your future is based on your performance!
You will find a recurring theme throughout this book: we emphasize the value of staying in a positive mental attitude as much as possible. It would be wonderful if all of us could incorporate this attitude all the time. It does cost us money if we fail to exhibit this approach regularly in our work.

Sports analogies and examples are quite effective in the business world. That's because the fit is such a precise one. Tom likes to compare players to all employees and teams to companies like the one you work for or own. Tom also compares sports games to the sales results and new accounts that you and your firms acquire. In every game, there is a winner and a loser, and this an immediate outcome.

There's even a sports analogy for my profession and your managers. They can be compared to teams' head coaches and assistant coaches. You can see where I'm going with this one. Sports team owners and the owners of the other companies are in a virtually identical position. When a professional sports team wins on a consistent basis, all is good with the world! Players and coaches get bonuses, contract extensions and lots of recognition within the team organization and league. However, if the franchise starts losing, heads will roll! Players get released and the team's coaches get their walking papers.

In other words, the worlds of both business and sports focus on results. You can expect rewards when you win and unpleasant consequences when you lose.

Speaking of expectations, this leads into another of Tom's sports metaphors in the business world. A great sports team will develop a positive collective psychology and dynamic. Many of the members of the team expect to win and every additional victory reinforces the team's collective expectation so that individual players begin to find ways to deliver this outcome when the game is "on the line."

Being positive is a difficult proposition. Often, we might desire to vent at someone who has just pushed our buttons or done something clearly offensive. However, if we have fully incorporated a positive approach to every aspect of our lives, we won't allow another's thoughless act to inferfere with or control our reactions. This involves our shedding of the normal reactive point of view that we see every day while driving or in some other public arena where rudeness is on display.

Sales & Marketing Spring 2012 Virtual Supplement Printing Industries of America: The Magazine
Welcome to our Spring 2012 Virtual Supplement focusing on sales and marketing topics and issues. Some of the key topics include:
  • Marketing Automation
  • Managing Your Sales Force
  • Benchmarking Sales Compensation
  • How to Speak Marketing
  • Q & A on Direct Mail Pal 2012
We are offering this special supplement to augment our print editions, which will continue to provide a wide range of information and topics. We, as many other magazine publishers, are using many options to reach our readers.
The Magazine Spring 2012 Virtual Supplement

Learn more about Leslie

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Leadership Excellence Top 100
Leslie named Leadership Excellence Top 100

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Leslie's book
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Talk of the Town

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Washington Post

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