tag:blogger.com,1999:blog-79408824967168665282024-10-06T21:02:40.244-07:00Business isights from the executive team at Carew International, a leading sales training company. Carew specializes in corporate training for improved sales performance and customer service skills through performance management, leadership development and sales skills training.Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.comBlogger56125tag:blogger.com,1999:blog-7940882496716866528.post-25197410140944357282010-07-15T15:08:00.000-07:002010-07-15T15:28:05.820-07:00

“Although many of us may think of ourselves as thinking creatures that feel, biologically we are feeling creatures that think.”- Jill Bolte Taylor, My Stroke of Insight, A Brain Scientist’s Personal Journey (London, England, Penguin, 2006) 17.Often, selling is described as the combination of art and science, or more aptly, consisting of functional activities made more or less effective by the

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-59936116758827444912010-05-20T12:53:00.000-07:002010-07-15T15:20:46.200-07:00

I have a lot of friends that are sales professionals who would say that golf should be part of the sales process, but analogous to sales? Yes and here is why.I think everyone would concur that the degree of difficulty associated with differentiating products or services has increased dramatically over the past decade. What once was a clear differentiator for a company is now just another “me too”

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-92221190312193115312010-05-03T12:02:00.000-07:002010-05-03T12:12:04.282-07:00

“People do not care how much you know until they know how much you care.”Dr. John Maxwell(A Business Week best-selling author, Maxwell has written three books that have sold more than a million copies: The 21 Irrefutable Laws of Leadership, Developing the Leader Within You, and The 21 Indispensable Qualities of a Leader.)Business relationships have dramatically changed with the introduction of

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“People do not care how much you know until they know how much you care.”Dr. John Maxwell (A Business Week best-selling author, Maxwell has written three books that have sold more than a million copies: The 21 Irrefutable Laws of Leadership, Developing the Leader Within You, and The 21 Indispensable Qualities of a Leader.)Business relationships have dramatically changed with the introduction of

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-39717922784751050072010-02-23T12:00:00.000-08:002010-02-23T12:38:20.118-08:00

Ed AlbertsonVice President, National AccountsCarew International, Inc. “An athlete may run ten thousand miles in order to prepare for one hundred yards. Quantity gives experience.”Ray Bradbury (1920 – ) American writer“Good fortune is what happens when opportunity meets with planning." Thomas Edison“In preparing for battle I have always found that plans are useless, but planning is indispensable.

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Ed AlbertsonVice President - National AccountsCarew International, Inc.“Would you persuade, speak ofInterest, not of Reason.”Benjamin Franklin (1706-1790)American statesman, scientist and printerTelling versus selling: the great dilemma for sales professionals has rooted its way into the very foundation of human nature. A variety of research studies has consistently proven and quantified the fact

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-70631245351866801202010-02-05T11:22:00.000-08:002010-02-05T11:27:25.438-08:00

Chuck TerryExecutive Vice President - CSOCarew International, Inc.The terms “soft sell” and “hard sell” have been around for years. The marketing definition of “soft sell” can be summed up as a campaign or message that uses a more subtle, casual or friendly sales message. By contrast, the marketing definition of “hard sell” may be defined as a message or campaign that uses a more direct, forceful

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-45104197504064879752010-01-29T08:37:00.000-08:002010-01-29T08:42:00.526-08:00

Ed AlbertsonVice President - National AccountsCarew International, Inc."Do not confuse motion and progress. A rocking horse keeps moving but does not make any progress."We sales professionals take great pride in our eternal sense of optimism and our ability to thrive through sheer will under even the most difficult circumstances. We train for, plan for, end execute with that sense of optimism as

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Chuck TerryExecutive Vice President & CSOCarew International, Inc.At Carew International we know that one tenant of adult learning theory is that adults learn more effectively when they are having fun. The question is why should the fun cease after the sales training course has been completed? The answer, of course, is that it shouldn’t. Selling should be fun, and sales professionals will be

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-25269043655965115322010-01-15T07:14:00.000-08:002010-01-15T07:19:44.730-08:00

Ed AlbertsonVice President, National AccountsCarew International, Inc. “Tell me and I'll Forget. Show me and I'll Remember. Involve me and I'll Understand.” -Chinese proverb. An argument could be made that we sales professionals, by nature, tend to launch into “show and tell” mode with prospects and customers, enthusiastically sharing all the

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com1tag:blogger.com,1999:blog-7940882496716866528.post-1277392603432086822010-01-08T09:07:00.000-08:002010-01-08T09:10:31.156-08:00

Chuck TerryExecutive Vice President & CSOCarew International, Inc.We have officially arrived at the beginning of the next decade. As we usher in 2010, it seems like a good time to reflect upon how the last ten years have changed the world of the outside sales organization.In 2000 research showed that only 20 - 25% of consumers had made an online purchase. That number had risen to around 50%

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-41449113094675972042010-01-08T07:52:00.000-08:002010-01-08T07:59:10.873-08:00

Chuck TerryExecutive Vice President & CSOCarew International, Inc.We have officially arrived at the beginning of the next decade. As we usher in 2010, it seems like a good time to reflect upon how the last ten years have changed the world of the outside sales organization.In 2000 research showed that only 20 - 25% of consumers had made an online purchase. That number had risen to around 50%

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-47331379998555848352009-12-29T08:43:00.000-08:002009-12-29T08:47:31.685-08:00

Ed AlbertsonVice President - National AccountsCarew International, Inc.“See, when we first started letting customers review books, some publishers were startled by this, because, of course, customers give both positive and negative reviews. I got letters from publishers in the early days, some quite hostile, saying, ‘Don't you understand your own business? You make money when you sell books. Why

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-50363076651286759612009-12-18T10:53:00.000-08:002009-12-18T11:00:34.974-08:00

Chuck TerryExecutive Vice President & CSOCarew International, Inc.While consulting with several managers over the last few weeks, a common concern emerged around the rise of email or texting as a primary means of communication and all the problems that accompany that evolution. Here is a breakdown of some of the most common problems associated with web based communication, as well as helpful

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-25562407057587370362009-12-01T10:46:00.000-08:002009-12-01T10:58:27.318-08:00

Ed AlbertsonVice President, National AccountsCarew International, Inc.“The idea that we must choose between science and humanities is false... Our society could not survive without scientific and technological knowledge. But we would be equally impoverished without humanistic knowledge as well. Science and Technology can help teach us what we can do. Humanistic thinking can help us understand

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-71967401924491035772009-11-20T08:29:00.000-08:002009-11-20T08:33:56.897-08:00

Chuck TerryExecutive Vice President & CSOCarew International, Inc.We all know the origins of Thanksgiving Day as a harvest festival celebrated in the U.S. and Canada for centuries. In modern times it has become a day in which we take time to give thanks for the blessings of family and friends over a traditional turkey dinner. We have added such accoutrements as football, floats, and Friday

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-78184577840528409332009-11-16T07:48:00.000-08:002009-11-16T07:56:31.827-08:00

Chuck TerryExecutive Vice President & CSOCarew International, Inc.Many companies give their sales representatives titles such as “Account Manager” to convey a responsibility that extends beyond converting prospects into customers. In fact, sales representatives in most organizations continue to retain overall management of the accounts they sell beyond the closing of the initial deal. While

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-89757065237905857842009-11-06T09:24:00.000-08:002009-11-06T09:33:35.742-08:00

Ed AlbertsonVice President - National AccountsCarew International, Inc. "Of every one hundred men in battle, ten should not even be there, eighty are nothing but targets, nine are real fighters, we are lucky to have them...for they make the battle. Ah, but one, one of them is a WARRIOR... and he will bring the others home.”

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-8380587338778620272009-10-29T11:21:00.000-07:002009-10-29T11:25:08.926-07:00

Chuck TerryExecutive Vice President & CSOCarew International, Inc.With Halloween just around the corner, I thought it might be fun to share three of my all time favorite scary sales nightmares. As everyone knows, 2009 has been pretty frightful for most in the business community due to the slow economy; but these sales horror stories can’t be blamed on the recession. These are the tales of

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-28264127315274570382009-10-23T08:29:00.000-07:002009-10-23T08:32:45.629-07:00

Chuck TerryExecutive Vice President & CSOCarew International, Inc.This Saturday, October 24th, millions of Americans (and folks from around the world as well) will recognize USA Weekend’s “Make a Difference Day”. This is a great chance for neighbors to help neighbors within their local communities through a myriad of volunteer activities and charity projects.I strongly support this day and

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-73559236562159335862009-10-15T11:03:00.000-07:002009-10-15T11:08:37.544-07:00

Chuck TerryExecutive Vice President & CSOCarew International, Inc.“You never get a second chance to make a first impression.” American journalist Mike Lauer coined this now famous phrase in the 1950’s; but it is as true today as it was then. We all have a bandwidth of appeal that makes us very likable to some people and not so appealing to others. This bandwidth varies from one person to

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-80904368148210248172009-10-09T09:28:00.000-07:002009-10-09T09:33:55.239-07:00

Jeff SeeleyCEOCarew International, Inc.I recently did my annual 1300 mile corn tour from Cincinnati to Denver and was listening to an old Dave Matthews Band tune. “We wake up in the morning, do our teeth, bite to eat and we’re rolling… never changes a thing. The week ends, the week begins.” (Dave Matthews, Ants Marching lyrics) It hit me that as sales professionals, we can find ourselves in a

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-44927808541588451082009-09-23T10:31:00.000-07:002009-09-23T10:33:51.591-07:00

Mary Ann LynnMarketing Vice PresidentCarew International, Inc.We marketing folks spend a lot of time thinking about “the message” -- what the message of our organization should be; keeping all advertising and corporate communications, and even graphic design, consistent with the overall message/image we desire for our organization. Too often, corporate image is seen as a corporate function

Carew Insightshttp://www.blogger.com/profile/09739141698243674772noreply@blogger.com0tag:blogger.com,1999:blog-7940882496716866528.post-23783461696544712752009-09-16T11:27:00.000-07:002009-09-16T11:30:46.358-07:00

Chuck TerryExecutive Vice President & Chief Sales OfficerCarew International, Inc.Attaining high marks in customer satisfaction is a universal goal in the business community. There are dozens of business books at your local bookstore and probably hundreds more in print extolling the virtues of keeping your customers delighted with your products and services. In a recent blog titled The New

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Chuck TerryExecutive Vice President & Chief Sales OfficerCarew International, Inc.As an ex-athlete myself, I obviously have a bias in this arena; but over the years, I have noticed a correlation between athletes (or ex-athletes) and the presence of certain professional qualities that provide a competitive advantage in the business arena. The other day, I was having a conversation with my

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