Changes Coming to Bennett's Blog

A Key to Success in Prospecting is So Simple (Yet So Hard for Most) -- Just Never Stop

One of the keys to success to business development is just never stop...never...no matter what...no matter how many times you're kicked to the curb, you stand up and keep coming...just keep coming. 98% of sellers quit after getting knocked around...be in the top 2%

Success Happens When We Stay Focused On Today

This is part of a little series Greg Bennett, one of the co-founders of Surgence, is writing here on the blog called "Success Happens When..." - short little segments about the day-to-day things we do in sales and business that seem to make success "happen" or "appear" in our lives.

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Much of human mysery comes from dwelling in the past (thinking about the way things used to be, mistakes I made, opportunities I missed, wishing I had done things differently, etc.) or fearing the the future (What terrible thing could be waiting for me? What will happen if this or that occurs? Will I even be here?) etc -- all while neither past nor future actually exist today.

So we're lamenting and fearing about two things that don't exist today, thus two things we have zero control over. Hmmmm...makes sense doesn't it?

Eckhart Tohle's book "The Power of Now" was a mega-huge best seller because its message resonated with people -- it's all about the power of living, and staying focused in, the NOW.

I've extended the "Now" to include the next 24 hours. Just focus on making today successful. You can't change what you did or should have done last week, and you can't worry about what may or may not come tomorrow. Just focus on making today excellent. Then you can break down the focus even more - focus on making this morning excellent, focus on making this hour excellent, focus on making RIGHT NOW excellent.

Focus only on the moment you can control...NOW. The rest will take care of itself, and success WILL happen!

GB

 

Success Happens When We Start Acting Like Who We Want to Become

This is part of a little series Greg Bennett, one of the co-founders of Surgence, is writing here on the blog called "Success Happens When..." - short little segments about the day-to-day things we do in sales and business that seem to make success "happen" or "appear" in our lives.

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I told a colleague the other day I thought she was acting more like a caterpillar than like the butterfly she was becoming. Probably not the words she wanted to hear, but it was true -- not just for her, for me, and you...and everyone in the world! We either act like a slug or like the beautiful being we're becoming, able to fly to great heights! And the world is waiting, ready to give us whatever outcome matches our choice. If we act like a slug, we'll get slug results. We act like a butterfly, and we'll soar.

You'll find that success begins to happen the moment you believe you're already successful, and start acting that way in everything you say and do. Meaning you say and do what successful people say and do and success happens.

So wake up butterflies...we're no longer slugs!

Greg B.

Success Happens When We Do the Little Uncomfortable Things

I'm starting a little series here on the blog I'm calling "Success Happens When..." - short little segments about the day-to-day things we do in sales and business that seem to make success "happen" or "appear" in our lives.

The first one is noticing the little things we normally avoid or can't stand because they may be uncomfortable, hard, or boring for us- and just gritting our teeth and doing them.

For me it's anything having to do with office administration -- paperwork, bookkeeping, filing, expense reports, etc. I don't thrive in the details and the neatness of it all, in fact I just hate doing it. But I realize not doing at least some of it (I outsource a good chunk of it to the experts) can impact my overall success. Not because administrative skills are essential, but because my facing my faults is essential to reaching a higher level of accomplishment.

I must face my areas of weakness and learn to do them, not with anger and frustration, but with appreciation and perspective. I appreciate the amazing human ability to seek a higher level of performance, and perspective in that so many people in the world face far greater hardships than this little thing I'm undertaking.

What are your uncomfortable things? Is it talking to people you don't know? Addressing delicate issues with co-workers? Calling new prospects? Cleaning your car?

Try looking at your uncomfortable areas with appreciation and perspective...and then just do them without thinking any more about it.

GB

Success Happens When We Do the Little Uncomfortable Things

I'm starting a little series here on the blog I'm calling "Success Happens When..." - short little segments about the day-to-day things we do in sales and business that seem to make success "happen" or "appear" in our lives.

The first one is noticing the little things we normally avoid or can't stand because they may be uncomfortable, hard, or boring for us- and just gritting our teeth and doing them.

For me it's anything having to do with office administration, like paperwork, bookkeeping, filing, expense reports, etc. I don't thrive in the details and the neatness of it all, in fact I just hate doing it. But I realize not doing at least some of it (I outsource a good deal of it to experts) can impact my overall success. Not because administrative skills are essential, but because my facing my faults is essential to reaching a higher level of accomplishment.

I must face my areas of weakness and learn to do them, not with anger and frustration, but with appreciation and perspective. I appreciate the amazing human ability to seek a higher level of performance, and perspective in that so many people in the world face far greater hardships than this little thing I'm undertaking.

What are your uncomfortable things? Is it talking with people you don't know? Addressing delicate issues with co-workers? Calling new prospects? Cleaning your car?

Try looking at your uncomfortable areas with appreciation and perspective...and then just do them without thinking any more about it.

GB

Often the Best Choice Is To Stop Making Choices

I'm leading a group of Clear Channel sales people through what we're calling an "Elite Training Program" for three months. The program kicks off this coming Friday and will roll through the end of May. I'm going through the program as a participant as well as the group leader, since I truly believe in the power of on-going personal challenge no matter what stage your career or life may be in at the current moment.

I'll give some insight into what the program covers as we go through it, but I'm starting the whole thing with a mantra about making choices...or more accurately, NOT making choices.

The mantra is simple, DON'T THINK, JUST DO.

The reason we're all in the situations we're in comes from the choices we've made to this point. Either choices to take this action over that, or the choices to feel and act a certain way after something has happened in our lives.

Our life is a result of the choices we make. And we often make bad or destructive choices (for a variety of reasons). That's why the more intense transformation programs, like a full body makeover, a drug rehab, a military boot camp, etc. don't allow personal decision making, until the point the attendees are broken down and can get into the habit of making better choices.

So when we're designing the new habits for an Elite Sales Training Program, we must start with breaking some old (often destructive) habits, which come from making bad (usually destructive) choices.

You might try this mantra out yourself for a few days...start by planning your day, complete with blocking out important elements (like prospecting), listing your many tasks, to-do-'s, etc...then don't allow yourself to make choices about the plan, just do it without question.

DON'T THINK, JUST DO. The results will amaze you!

GB

Here's a Short Video Overview of Surgence!

A Degree in Social Marketing?

Here's a sure sign of the times and as a testament to how poweful social media is in today's business world, Denver University (DU) now has a degree program in New Media and Internet Marketing. I met last week with a woman who is working on the program and she feels it's going to be very popular, and I'd agree with her. It's definitely an important area of focus for every business today, and even more so tomorrow.

Here's a link if you'd like to check it out.

http://www.duprofessionaled.com/index.php/2012/01/new-media-and-internet-marketing-specialty-now-offered/#comment-1218

GB

 

 

What IS Surgence?

Surgence is officially up and going! Please check back here on a regular basis for new information and new posts re: excellence in sales and the customer experience. Our new web site is up at www.SurgenceConsulting.com

Here is an overview of what Surgence is:

Surgence is a sales transformation firm that works with companies who want to grow revenue and improve profits. They create real urgency in the sales process and drive smart growth. Surgence then helps maintain that growth by creating a thriving sales engine for their clients; an engine the client then takes over and runs successfully. The outcome is a powerful, profitable, perpetual sales engine that drives revenue and sustains growth!

Companies come to Surgence for more than just new ideas, they come to revitalize or rebuild their entire sales and customer experience processes. They come to rekindle the passion in their people. They come to create new ways to capture market share and dominate their environment.

They come to Surgence to win!

GB

A New Era Has Arrived for Greg Bennett Sales Training and the GB Sales Blog!

If you're coming here looking for content from Greg Bennett sales training, well you've come to the right place!  Greg Bennett Sales Training has morphed into a new company called Surgence.  Surgence is more than "just" a sales training company, or a sales consulting company...Surgence is really a sales transformation company, focused on helping our clients radically change the way they sell and engage their clients.  Here's a better look at the new logo!

My partner in the venture is Jon Fleming, a top consulant for over 18 years with the progressive firm Point B (you'll recognize Jon and Point B as they were both featured in my book "Consultative Closing"). Jon is a top line thinker, doer, seller, leader, and coach!  Together, along with some very innovative and creative consultants, coaches, and sales leaders, Jon and I plan on helping our clients to achieve their most crucial sales and business objectives.

As for the blog, well I plan to get back and active with regular postings!  We'll also have great contributions from Jon and other colleagues, so please stay tuned!

To a great 2012 for you and yours!

GB