FREE LIVE EVENT: Ask the Coach, Thursday, May 27 at 11:00 AM EDT

It’s time to get back to the good parts of life. It’s time to focus on growth and gratitude, so we can live healthier, wealthier more fulfilling passionate lives.

People that recover and rebound well, are people who take confident courageous action to put one foot in front of another. And, it helps to have a guide—someone to offer a fresh perspective to move forward.
 
This Thursday, May 27 at 8:00-9:00 AM PDT, I will host a live virtual event Ask the Coach. If you’ve ever been curious about coaching, what it is, if it works, how it works…join us.You can watch as others get coached or volunteer to experience coaching for yourself. Either way, you’ll be changed for the better.

P.S. If you’d like a little more support, I coach students every week at The Dental Industry Insider SALES SCHOOL.  We’d love to have you join us.

Podcast #18: Hour One-A Better Way to Tackle Your To Do List

As you begin another busy week, I thought you’d appreciate my latest podcast where I share a process for getting more done in less time.


I rarely start each week without it because it is that helpful! So of course, I wanted to share it with you.

I used to begin every Monday feeling a heavy drudgery as I stared at my calendar.  The thoughts of everything that needed to get done made me want to crawl back under the covers and hide!

Today, I actually look forward to this planning process I call Hour One. Dale Carnegie was spot on when he said, “One hour of planning saves 10 hours of doing.”

I’ve found Hour One actually takes less than 60 minutes and delivers hours and hours of increased personal productivity. And, as a HUGE added bonus, I can throw my ToDo list away!

Podcast #17: Building Buyer Interest from a Distance

A ‘no-contact’ business model has worked well for many industries…but not so much for dentistry.

My firm recently completed a survey of seasoned dental manufacturer reps throughout North America. The results revealed, reaching dentists while respecting social distancing practices is the #1 challenge, suppressing sales today.

Podcast #16: Creating an Annual Growth Plan

By now you’ve noticed that getting back to ‘normal’ is taking a lot longer than most of us ever imagined. Yet, our lives and time march on.

I am excited to share a tool to better align daily actions with our personal and professional goals.

During the hectic holidays it’s hard to slow down to plan for the future. And making resolutions near the New Year just doesn’t ever seem to actually happen. And that is exactly why I waited until now to give you The Annual Growth Plan.

#11: How to Turn Up the Volume on Customer Value

As a representative you have many opportunities to deliver value to dentists and their team by the level of support you provide. Doctors remain happy and loyal to a product, company and representatives they believe support their practice, patient and procedure goals. So, one of the best ways for you to reach your numbers and continue to grow your territory is to create new customers and keep the ones you have.

Given the pressure to reach sales targets, it’s easy to lead sales calls with product promotions, focus on sales and miss opportunities to serve and support. Yet, the most effective way to build credibility, trust and fierce customer loyalty is by becoming a trusted advisor. This podcast provides practical steps to help you do just that.

Having Evidence to Support Your Gut…is Priceless!

Hiring & managing people is hard.And, that’s why you make the BIG bucks!

Many dental executives are unfamiliar with the value of talent assessments. They think of them as dispensable “personality tests” that add unnecessary cost. Yet, dozens of industry leaders would beg to differ. They say, these tools make daily management challenges much easier and helps them get where they want to go. 

Check out today’s Sales Success Snippet for more on how you can become more decisive hiring, make less mistakes and discover how to better tailor your approach to the unique needs of every member of your team. 

If you’d like to learn more about how talent assessments are a sales manager’s secret weapon, join us for a FREE webinar on Friday, October 25 at 10:00 AM EDT. 


How To Write A Job Post That Attracts Top Talent

Most job postings are tired, ineffective and passé.  Instead, write enticing ads that woo, attract and excite. To do this, dust off those old-fashioned job descriptions that describe your company and position in a ‘professional’ and boring manner. Bring a little creative, fun and lighthearted twist, with these ideas:

Turn your postings upside down and inside out. Write from the prospective employee’s POV. Lead with job and company details that appeal to candidates instead of company demands. Get rid of postings that describe job ‘requirements’, ‘essential duties’, ‘skills expected’ and replace them with key attributes about what makes being a team member so special. This demonstrates you understand employment is a mutual value exchange and you’ll provide a great environment for it to happen.

Understanding the Buyer Desire of a Dentist

 

Winning and keeping the attention of dentists to consider a new product is tougher and more expensive than it’s ever been. Marketers and sales professionals have had to get very creative to get their foot in the door and most efforts crash and burn.

We’ve made it our business for the past 25 years to get inside of the mind of the dentist. Our intent was to understand their needs, wants and expectations for products they buy, what they continue to use and the people and companies they choose to do business with. The data allows us to bring fresh timely insights and customer intelligence to our clients—dental manufacturers and distributors who want to do better, serve better and forge stronger relationships with the practitioners they serve.

Until recently, our research results about dentists have been reserved for our private clients. Now, we are going public with the good stuff—and you have as much to gain as our clients who have created impressive results using it. Apparently, it really is true—when you know better—you do better. It is my privilege to share this information with you this platform, The Dental Industry Insider.

Dentists, like other consumers, use very specific criteria for making buying decisions. By aligning your marketing and sales efforts with why consumers buy, you automatically elevate your impact, influence and results. We know why dentists buy. And, in this episode, Understanding the Buyer Desire of a Dentist we share the exact factors they consider importance when buying anything.

The information inside this program will pay on going returns over and over to boost your effectiveness marketing to the Dental community. We’ve included practical action steps both marketing and sales teams can take to ensure your entire sales process is covered on both ends.

One last thing, I ran a little experiment to check out how a few promotional pieces compared to the important motivators we’ve uncovered and the results, to be honest, kind of blew me away! I didn’t expect to find what I found. [I think it will raise your eyebrows, as well!]. Check out the results for FREE by downloading The Dental Advertisement Analysis, it features 21 recent ads in two popular dental journals.

 

Leader: Are You the Real Deal?

 

Given the dynamic changes occurring in the dental industry and business today, managers face the complex challenge to adapt and succeed in an ever-evolving workplace.

Businesses of all sizes are facing a leadership gap. Baby Boomers are off to retirement and Millennials already fill more than 34 percent of the workforce. This dramatic shift in experience brings an important change in culture and employee expectations.

Organizations are struggling to develop their leaders at a fast-enough pace. According to The American Society of Training and Development, businesses spend more than $170 billion dollars on leadership training to build a strong front line for today and stabilize themselves for the tomorrow.

Biggest Takeaways You Don’t Want to Miss:

  • What are the differences between a leader and a manager? 
  • Critical competencies that exemplify a leader
  • How to really know if you have what it takes

FREE Leadership Assessment Offer:

Discover Your Leadership Talents Today

Click on the image below to continue to the Podcast

How to Measure the Sales Potential of Any Lead

Not all leads are created equal.

Many lead qualification programs that have shown that as little as 5 to 15 percent of all inquiries turn out to be truly sales-ready opportunities.

Adopting a qualifying process focuses your selling efforts on the best leads saving you valuable time, energy and expense pursuing new customers.

 

 

Biggest Takeaways You Don’t Want to Miss:

  • Why Qualifying Is Critical to Sales Effectiveness
  • Account Quality vs. Lead Quality
  • When Is a Lead Worth Your Time?
  • Account Qualification Index (AQI)
  • Straight Forward Steps To Qualify Any Lead

 

Today I have 2 great FREE downloads you can’t afford to miss out on!

Get your FREE Account Qualification Index Calculator here!

And you don’t want to miss out on the FREE Common Lead Qualification Factors either!