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Meridith Elliott Powell Articles

Written by: Meridith Elliott Powell

The Power of Responsibility! - Click To Read Article
Responsibility is not something we "put" on ourselves, something someone inflicts on us, it is a first step to ensuring things are going to get better.

Success! 3 Steps To Define, Live, Own Your Values - Click To Read Article
If you could choose only one area to begin your journey to make 2012 your year, then I would advise you to define, live, own your values.

Limit Your Connections To Grow Your Network - Click To Read Article
If you want a more powerful network, a stronger set of connections and higher rate of return on relationship building then limit your connections. Here's how!

First Blame Yourself -- The Amazing Opportunity In Responsibility - Click To Read Article
Learning that the buck stops with you and learning to take responsibility for your own actions is one of the greatest gifts you can give yourself.

3 Easy Steps to Sell More By Selling Less - Click To Read Article
If you want to succeed in 2012 then you need to sell less. Yes, you heard me: buckle down and sell less.

Think Small! How To Focus Your Business Strategy - Click To Read Article
Used to be strategic planning sessions took 3 days & strategic plans lasted 5 years. Gone are the days of a predictable economy & the long-term strategic plan.

Embrace Turnover - It's A Good Thing! - Click To Read Article
In this economy you need a strong team, ready for action, and motivated by change. To build a team like that you have to be willing to embrace turnover.

CRM - Get One, Use One! - Click To Read Article
In today's economy, relationships are everything. Now more than ever you need a CRM, a customer relationship management system. Why? The quality of relationships you have with your clients and your prospects is directly related to the success of your business -- directly related. If you want to win in this economy, then focusing your time and energy on developing healthy, high-quality relationships needs to be your priority in 2012. CRMs are one of the most effective tools you have to make that happen.

5 New Year's ReSOLUTIONS - To Turn Your Business On Its Head! - Click To Read Article
Welcome to 2012! It is that time of year again, time to make New Year's Resolutions. That time when we theoretically start over, set new goals, and promise ourselves this is the year we are going to do things differently.

Out Sell Your Competitors – The Easy Way! - Click To Read Article
Last week I was onsite with one of my favorite clients, a manufacturer in South Carolina. During a dinner meeting with the CEO and CFO, I heard a great sales story. My client had been looking for a new insurance provider. Seems that the company they had worked with for years sold out to a larger organization, and their account was now being handled out of Texas. My client really wanted a firm with an office in their state, and a representative they could meet with in person. Sounded reasonable, so they started taking bids and interviewing providers.

4 Easy Steps to Hold Yourself Accountable - Click To Read Article
Ever wonder why your sales team is not crazy about the word accountability? Well accountability usually sounds like this, “We’ve set your goals, we’ve bought a CRM (customer relationship management system) to track and measure your results. Please have your sales report filed by Friday morning at 8 a.m. and we will review first thing Monday morning at our weekly sales meeting.”

YES! You Have To Ask For the Business - Click To Read Article
Why is that as sales professionals we will do everything short of asking for the business. We choose our prospects, we build relationships, we add value, we invest our hard earned time and money yet we don’t take that final step. All too often we don’t ask for the business.

You, A Crowded Room, NOW What? - Click To Read Article
Yes, networking can be intimidating and at times a little overwhelming. However, I believe no skill produces a better return on investment than networking when it comes to growing your business. It is well worth your time and investment to learn how to make your networking fun, easy and incredibly productive.

Customer Service – One Critical Step to Get Employees on Board! - Click To Read Article
All the money in the world, all the the best experts and all the latest ideas and techniques will never do as much to help you improve customer service as taking the one critical step you need to get your employees on board. Customer service begins on the front lines of your company, and taking this one critical step will make sure your front line staff has the same goal in mind as your top Executives.

Three Secrets To Becoming The Employee Companies Strive To Keep - Click To Read Article
In today’s market everyone seems to be worried. Worried about finding a job, worried about keeping a job, and worried about how to get ahead in an already overcrowded market. Unemployment rates are at an all time high, more new businesses are failing and the economic outlook changes so often that to call it uncertain seems like an understatement.

The New Sales Funnel – Makes Sales Fun, Easy and Effective - Click To Read Article
The economy is not the only thing that has changed, so has your relationship with your clients. If you want to attract new clients and expand existing relationships, then you need a new approach to selling and a new sales funnel.

3 Tips To Build Powerful Connections - Click To Read Article
Welcome to the trust and value economy! Yes, we have literally made a shift to a different kind of economy, and if you want to open doors, sell more products and services, and you want to grow your business then you need to plug into the power of connections! The more people you know, the more people you help, the more people who know how to help you, the easier and more fun growing your business is going to be.

Plug Into The Power Of Connection! 5 Magic Steps To Build Your Network - Click To Read Article
The most important skill you can master in life is the skill of networking – building relationships. I truly believe the better connected you are, the more successful you will be – yes I believe it is that simple. Research proves it. All things being equal, education, training, skill set; people who are better connected are more successful.

Five Tips To Get Your Sales Strategy Moving! - Click To Read Article
Struggling to find the motivation, energy and passion to get out there and makes sales? In this instant gratification world, riding the wave of today’s sales cycle can be more than a little challenging. If your sales strategy needs a little boost, try these sure fire tips to get yourself motivated, recharged and back out there selling.

5 Questions To Ask Before Hiring A Coach - Click To Read Article
More and more companies are turning to external coaching and coaching programs to develop their executives and next level leaders. With increasing demands on business, and the need for executive development programs growing, the field of coaching is fast becoming a billion dollar industry.

A Simple Paradigm Shift Makes Sales Fun, Easy and Effective! - Click To Read Article
Ever have a bad sales experience? I mean a really bad sales experience? One so bad, that if given the choice to finish the sales call or be at the dentist getting your tooth pulled out you would choose the dentist? Well I had one about a week ago, and in fact it is one of my favorites. I collect bad sales experiences, because I am fascinated by the way some people have been taught to sell, and continue to sell despite lack of success.

Change 1 Thing To Move From Hating To Loving Sales! - Click To Read Article
Why do we hate to sell? Fear of rejection? Makes us feel pushy? We don’t like to be aggressive or bother people? Okay – but why then do we love to recommend? We love to recommend new restaurants to our friends, recommend movies, suggest our friends try our doctor or favorite babysitter. Why do we like to do recommend but we hate to sell?

6 Tips To Turn Workplace Conflict Into A Strategic Asset! - Click To Read Article
So often we see conflict as uncomfortable and do what we can to avoid it at all costs. When conflict can actually be just what we need to move our company forward. Healthy conflict ensures we see our blind spots, discover new solutions, execute more effectively and experience more financial success.

Team Building - 5 Tips to Get Everyone On The Bus! - Click To Read Article
Face it the economy has changed and success now is a moving target. The only thing certain in this economy is uncertainty. Change has become a consistent part of running a business. Today's leaders need to be able to help their teams navigate change with as little stress, anxiety and disruption as possible. While everyone reacts to change differently, there are certain steps that leaders can take that will make accepting change easier for everyone.

4 Strategies To Turn Your Brand Into Your Competitive Edge - Click To Read Article
In today's economy everything speaks. Everything you do, what way you look, the words you choose, your tone of voice; all of this tells the world who you are, what you are about and and what value you add. The image your portray on line, in person and on the phone can either give you a competitive advantage or hurt your chances for success. Follow these 4 must know strategies to ensure you turn your brand into your competitive advantage.

Forget Cold Calling! - Click To Read Article
Why do we cold call? No one really likes it, it rarely works, and just thinking about doing it causes people more stress then actually doing it. Why do sales coaches continue to encourage us to do it? If you want to be successful in today's business environment forget cold calling. Put more emphasis on networking, building referral sources, and continuing to deepen long established client relationships. Work on establishing yourself as an industry expert and resource, increase your visibility through marketing and public relations, and find opportunities to consistently add value to all your relationships. Forget cold calling, invest in relationships and value added information. Makes sales more fun, easy and far more effective!

Are You Giving Customer Reasons Not To Do Business With You? - Click To Read Article
Doing business today is not easy, I recognize that, but sometimes I wonder if we are making it far harder than it has to be. Are we really sure that every time someone wants to do business with us, we are making it as easy as possible? Are we sure there are no obstacles in the way, or we are not missing opportunities to move a relationship forward or close a sale? Given the choice, customers take the path of least resistance. If you want to grow your business, then you need to make sure doing business with you is as easy and as pleasurable an experience as possible.

Are You Choosing The Right Leaders? - Click To Read Article
I love a competitive economy. When the competition is stiff, and consumers are demanding, we have to perform at our best in order to be successful. What we offer is not nearly as important as how we offer it, and how we offer "it" is directly connected to the quality and attitudes of our people. I believe, choosing quality leaders right now is the most important strategic decision we can make. The leaders you have in your organization determine how your employees are treated, developed and encouraged and held accountable. The stronger your leaders, the stronger your bottom line.

New Years Resolutions and The Wisdom Of A Teenager - Click To Read Article
It is that time of year again, time to make our New Years Resolutions. Time to identify all those things we beat ourselves up for all year long and make a plan on how to turn it all around. Only to find ourselves three weeks later, back in the same old rut feeling more guilty for failing again this year. This New Year I have been inspired by the wisdom of a teenager. While my New Years Resolution will bring great change into my life, I have a plan to carry it out with the least amount of effort, as only a teenager could inspire me to do!

Competitive Advantage - Not What You Sell - How You Sell It! - Click To Read Article
Looking for a new way to differentiate yourself from the competition? Can't quite figure out how to get ahead in this economy? Stop focusing on your products and services and start focusing on your customers. In this economy it is not what you sell, it is how you sell it that is your competitive advantage.

Focus Speeds Up The Buying Cycle - Click To Read Article
What we focus on in life expands. Face it, life right now is busy, and with so much uncertainty and fear in our economic environment it is easy to get distracted. If you want to ease the stress in your life, take the edge off the anxiety and just bring the fun back into your everyday life, then learn to focus.

4 Must Know Strategies To Thrive In Any Economy - Click To Read Article
Why is it that some people are having record years, while others are just barely making it? Why are some consistently meeting sales objectives and surpassing goals; while others are seriously struggling just to make a sale? Since this economy started to change, I have been obsessed with answering this question. I observed as we moved out of an economic culture where everyone was succeeding, into one in which only a small select of individuals are really experiencing success. I had to know why, so I have done lots of research, spent lots of time observing and done countless interviews to answer this question. Following are the four key strategies, the four must know actions that I have seen successful professionals doing in this economy that are making thriving in this economy look fun, simple and far more effective.

First Engage Your Team - Leading Change Effectively - Click To Read Article
Effectively leading change lies in your ability as a leader to implement. Your ability to motivate our employees to embrace the change and take action. Leaders who are highly skilled at change management understand that in the early stages their EQ (emotional intelligence) needs to be higher than their IQ.

The Emotional Foundation of Customer Service - Click To Read Article
To serve your customers you need to first emotionally connect. Yes, you need process and consistency to create long term value, sustainability and credibility, but first you need to ensure that both you and your team understand the basics of emotional connection.

Are You Really Adding Customer Value? - Click To Read Article
Today it takes focus, stamina and serious understanding of customer value if you want to succeed, get ahead and genuinely enjoy running your business and taking care of your clients. Value means so much more than it used to. Consumers are better educated, more demanding and in complete control of the buying cycle. But with a little attention to detail and simply staying focused on the customer, you can do the things you need to do to make your clients say wow and stay far ahead of your competition.

You Can't Close The Sale - Click To Read Article
In this economy, in our new economy, the consumer is closing the sale. If you want and need more business to hit the books, more revenue to hit the bottom line, then learn to put your time and energy into front end of the sale.

Hey Where Did My Favorite Employee Go? - Click To Read Article
If you have loyal customers than thank your employees. It is the relationships that we build with them that keeps us coming back. Remember that, the next time a favorite employee gets ready to move on and leave your company. We customers will wonder where they've gone, we'll wonder why they are not there, and with no explanation a piece of our emotional connection to your company will go with them.

Are You Customer Centric? - Click To Read Article
If you want your business to grow, drive the bottom line, and have happy customers that love sending you business, then build a customer centric culture!

Four Keys to Building An Effective and Powerful Culture! - Click To Read Article
If you want to grow you business, make more money, sleep better at night, and enjoy the crazy economy, then you need to build a culture where people thrive, work hard, and are as passionate as you are about growing your company.

Beat The Economy By Building Relationships - Click To Read Article
Want to survive and thrive during any economic conditions, then invest your time and your energy in building relationships. The highest rate of return on investment is the people you know and the reputation you have!

Engage, Participate, Connect - That is How You Network - Click To Read Article
If you want to network effectively you have to engage, participate and connect. You have to be present and active in the networking process. You need to put down the PDA, engage others in conversation, ask great questions, and come up with ways to stay in touch and follow-up. Great networking is about taking action!

Six Strategies To Develop Your Confidence! - Click To Read Article
Why do so many of us struggle with confidence? More importantly are we stuck with the level of or lack of confidence we feel? The answer is yes! As a coach, I know from working with clients that a person's level of confidence is directly related to their overall success and happiness in life.

Finding Success In Any Economy - Network, Add Value, Learn! - Click To Read Article
Choosing the right focus and setting the right priorities now can be the difference between success and failure. While we cannot control a lot right now, there are areas we can control and impact. Choosing wisely will contribute to our success and our peace of mind. If you want to grow in this economy, you need to learn from those that are experiencing the success you desire. Where are they spending their time and efforts? Expanding their networking, adding value to their clients, and making sure they prioritize their own personal development.

Talent Development - the New Competitive Advantage - Click To Read Article
Running a business today is at best a challenge, and corporate executives and entrepreneurs are inundated with challenges, opportunities and competition. It is hard to know where to focus your time, your talent and your energy. The answer vary well may lie in your people. Now more than ever, having the right team in place is critical to your success.

Listening Key To Closing Sales - Click To Read Article
If you want to close more sales calls, you need to be able to clearly know and understand why your prospects aren't buying from you. Consistent sales behaviors, asking great questions, tracking and measuring are the tools you need to put into place so you can "hear" what your prospects are saying.

Your Brand Is Screaming! - Click To Read Article
In this economy your brand is screaming louder than it ever has before. Every thing you do, say, wear, even how and when you follow-up matters. If you want to grow your business, retain your clients, and increase referrals then you need to understand that every interaction with a prospect or client determines if they will go to the next step with you. Face it, the customer is in control of the buying cycle - when it closes, how it closes, and if you are the person with whom they close it. Understanding your customers have a choice and a voice, and adjusting your sales approach to exceed their expectations will ensure you succeed in this and any economy.

Does Your Team Send The Right Message - Click To Read Article
In this new economy trust and value have become the new Return On Investment. Trust is built through consistent interaction with your company, and value is simply the customer believing they are heard, cared about and their needs are met. As a business owner, you may be delivering that kind of service on a day-in and day-out basis, but what about your team? Are you sure that every time a client calls your office, one of your locations or works with a new employee, that they are getting same message or service they have come to count on?

Great Questions Make All The Difference - Click To Read Article
If you want to increase your sales effectiveness, have more fun, and decrease your overall stress around business development, learn to ask great questions!

Mastering the Four C's of Selling! - Click To Read Article
Can anyone be a good sales person? Are their certain personalities that are better at sales then others? What does it take to be good at sales? The answers are yes, perhaps, and hardwork! Anyone can be good at sales if they want to be, and yes some people make the transition easier then others, but at the end of the day your willingness to work smart and hard determines your level of success. Anyone who want to be good at sales should invest in their personal growth and learning, and develop methods and strategies for success. However, if you do not have the basics, if you do not have a foundation, then your efforts to succeed at sales will be less than stellar. How do you know if you have what it takes? Ask yourself where you rank on the Four C's of Selling!

Be Easy To Do Business With - Turning Your Prospects Into Clients - Click To Read Article
If you want to turn your prospects into customers, then you need to ask yourself if you are easy to do business with? Well actually, you need to ask your customers if you are easy to do business with. When you sell, you sell an experience. Your next job is to ensure your prospects receive the positive experience you sold them when they actually do business with your company.

Track, Measure, Learn to Turn Your Prospects Into Customers - Click To Read Article
Accountability is one of the most important terms in sales. Without it, you have no hope of improving your sales progress. Accountability is far less about making sure people do their jobs, it is about helping people do their jobs better.

Position, Market, Sell To Turn Your Prospects Into Clients - Click To Read Article
If you want to turn your prospects into customers than you have to do more than sell. In today's competitive environment, image, reputation and perceived value do more to move the sales process forward then just making sales calls.

Invest In Yourself! To Turn Your Prospects Into Customers - Click To Read Article
If you want this year to bring significant Return On Investment that the largest investment you need to make is in yourself!

Just Do It! - Click To Read Article
If you want to turn your prospects into customers than you have to make the calls. Yes, you heard me, there is no free lunch, no way around it, if you want to be effective at sales then you have to Just Do It!

Learn To Focus - Turbo Charge Your Sales Results - Click To Read Article
The power of focus is amazing to me. If you want better results then learn to focus. If you want a more motivated team then learn to focus. If you want to happier customers and high customer retention rates then learn to focus!

Know When to Walk Away - Turn Your Prospects Into Customers - Click To Read Article
Managing your time is crucial in sales. Knowing who, when and where to spend your time makes all the difference between sales success and sales failure. Understanding when to walk away in the sales process is key to ensuring you meet your ultimate sales goal of turning your prospects into customers.

Handling Rejection - Get Back On The Horse! - Click To Read Article
Why do we fear the word no? What is it about this word that makes sales people pile on more work, create more stress and come up with the craziest excuses all just to avoid hearing it. No can be one of the most important words we hear in sales, and one we should both value and learn from.

Existing Clients Make The Best Prospects - Click To Read Article
Want to make selling easy? Want to increase your number of closed sales, enjoy the selling process and have less stress? Then fill your prospect list with your existing customers.

Confidence Equals Sales Success. - Click To Read Article
Confidence is the very foundation of sales. If you build your confidence you will close more sales. Remember, buying is emotional and people want to buy from people they believe in and they feel confident in. The energy you are conveying, the attitude you have when you come through the door will have more impact on your ability to close that sale then anything else you do or say.

Create Ways to Remain High Touch & Connected To Your Prospects - Click To Read Article
Being at the right time and the right place is not luck, it is strategy and skill! If you want to close sales, you need to be visible, connected and high touch with your prospects. Of course, all without being too aggressive or annoying!

Stop Cold Calling! Turn Your Prospects Into Clients - Click To Read Article
Sales should be fun, something you look forward to, and a skill that you are motivated to develop and enhance. For most people, it is something they dread and cold calling is a big reason. Why do people cold call? It always amazes me. It isn't fun, it is stressful and no one really ever feels good after it is over. If you want to turn your prospects into customers then stop cold calling!

Sell More By Giving Away Control - Click To Read Article
If you want to sell more efficiently, if you want to sell more to existing clients, if you want to gain bigger commissions from your prospects then you need to learn to sell possibilities and opportunities. You need to learn to sell by giving your prospect or existing customer options and control!

Attitude, Atttitude, Attitude - Turn Your Prospects Into Customers - Click To Read Article
In sales attitude is everything! If you excited and motivated about your product or service than your prospects and clients will be too. Buying is emotional, and your attitude determines how people feel about you, your product and your company. Adjust your attitude and close more sales!

Know Your Competition - Click To Read Article
If you want to win you have to understand who you are competing against. Your competition are those businesses or individuals that you are losing sales to regularly. If you want to win business, you have to understand what they are offering the your not, what you have to offer that they don't, and craft your sales pitch to make sure the prospect clearly knows why they should choose you!

First Things First - Solve The Right Problem - Click To Read Article
Most people miss the greatest part of sales - the ability to go out and truly learn about people, their businesses, their challenges and their opportunities and provide ideas, products and services that will make their lives better! How great is that. This is often lost of most sales people, because they are too focused on making the sale rather than solving the problem.

Master The Art Of Listening - Click To Read Article
Listening is one of the most valuable skills in effective sales calling. If you listen, if you ask could questions and truly hear your prospects response, they will tell you when, how and why they would buy your product or service. Master the art of listening and you'll turn more prospects into clients!

The Art of Closing the Sales Call! - Click To Read Article
There is not a winning technique, not a single magic bullet, nor any secret sales closing course you should take to increase your rate of closed sales calls. If you want to consistently close sales calls, consistently move business, and consitently increasing the number of prospects that turn into customers, then you need to simply work to engage the prospect, listen to what they need, provide value and yes ask for the business.





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