“People who continually connect with their clients on a relational versus project-by-project basis are the ones who experience long-term success. It doesn’t matter if you’re gregarious or reserved," Ermisch says.
Even major brands can undermine their own goals when they get out of perceptual alignment — by saying, showing or doing things that create consumer confusion or mistrust.
She now leads the Federal Civilian Scientific team at Cisco Systems, which is responsible for $250 million in business. The team is made up of 10 sales professionals, nine systems engineers and 20 integrated team members across Cisco.
“Salespeople are a mixture of nature and nurture. I find that some folks naturally have some skill sets and tendencies that get them up and running more quickly than others," he says.
Moore was the sole income driver for LIVE Consulting in his early years with the firm, and he remains a key force managing the sales team.
There’s much more substance behind the creation, implementation and stewardship of a brand in order to make it great.
You’ve probably sat through a few presentations that made you long for the welcome sound of a fire alarm. Why are sales presentations in particular so boring?
I believe that you can sell without being aggressive. You can sell without being pushy or salesy. You can sell without using slimy or sleazy tactics. And you can sell without selling your soul. But it is impossible to sell without selling.
A new phenomenon has come about with the digital age: the rise of “influencers.” What used to be a space for celebrities (whose inspiring lifestyles were seen in magazines or film) has become the domain of everyday “it girls” thanks to social media.
Why strive for internal brand engagement? What makes it so important to your business?
Retail is rapidly evolving and many of yesterday’s storefronts no longer exist. Gone are the Woolworth’s, Radio Shacks, Mervyn’s and Montgomery Wards of a bygone era.
Corporate events can be fun, informative, a great way to connect people in a company and improve company culture or to celebrate milestones or holidays.