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Reduce new-hire production delays, resource Performance-Improvement-Plans, and promote collaboration to increase ARNG enlistments by providing weekly audio sustainment training and an online training archive to retain our institutional knowledge.
THIS WEEK:
JEB BLOUNT, SALES GRAVY WEBINAR ON PROSPECTING: LINK
Summary of Webinar
‘There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.’ –Jeb Blount, CEO, Sales Gravy
Prospecting sucks, but ultra-high performing sales reps do it anyway, and that is why they continuously crush their numbers. Top earning sales professionals are relentless, unstoppable prospectors and obsessive about keeping their pipeline full of qualified opportunities.
Join ZoomInfo for this upcoming webinar with renowned sales expert and CEO at Sales Gravy, Jeb Blount, as he teaches you his secrets – real techniques that work with real prospects, in the real world, while answering questions live from the audience on this same topic. With insights from Jeb’s latest book, Fanatical Prospecting, you’ll learn how to keep your pipeline and bank account full.
79T Tune-Up
NGPAM 601-1
2-4. ARNG Features
As an ARNG representative, your knowledge and use of the specialized product information about the available entitlements and benefits is essential to your credibility and success. The acronym (TEAMS) is used to remember ARNG features and benefits. The following is a short synopsis of ARNG product knowledge.
- Training:
- Education:
- Adventure:
- Money
- Service to country:
- The other areas a prospect could be interested in include travel, achievement, advancement, recreation, job satisfaction, and security. The key point to remember is that they all fall under the categories listed above. Achievement, advancement, and security are money related issues. Recreation and travel could be included with adventure. It’s not important to probe these areas separately.
Leadership Lesson ADRP 6-22
PART ONE: THE BASIS OF LEADERSHIP
CHAPTER 1: FUNDAMENTALS OF LEADERSHIP
CHAPTER 2: ROLES AND LEVELS OF LEADERSHIP
PART TWO: THE ARMY LEADER: PERSON OF CHARACTER, PRESENCE, AND INTELLECT
CHAPTER 3: CHARACTER
CHAPTER 4: PRESENCE
CHAPTER 5: INTELLECT
PART THREE: COMPETENCY-BASED LEADERSHIP FOR DIRECT THROUGH STRATEGIC LEVELS
CHAPTER 6:
LEADS OTHERS
USING COMPLIANCE AND COMMITMENT
Methods of Influence
Application of Influence
Resistance
PROVIDING PURPOSE AND MOTIVATION
Building and Sustaining Morale
6-32. Military historians describing great armies often focus on weapons and equipment, training, and the national cause. They may mention numbers or other factors to analyze, measure, and compare. Many historians place great emphasis on one critical factor that cannot be easily measured: morale.
6-33. Morale is the Army’s most important intangible human element. It is a measure of how people feel about themselves, their team, and their leaders. Units achieve high morale through effective leadership, shared effort, trust, and mutual respect. High morale results in a cohesive team striving to achieve common goals. Competent leaders know that morale holds the team together and sustains it during operations.
6-34. Leaders can boost morale in the face of extreme danger by providing their Soldiers the means and support for successful operations. Units with high morale are usually more effective in operations and respond to hardships and losses better. Not surprisingly, these units often conduct reunions and maintain close friendships for decades after they have served together.
RESOLVING CONFLICTS
ENFORCING STANDARDS
Performance Checks and Inspections
Instilling Discipline
BALANCING MISSION AND WELFARE
Taking Care of Soldiers and Army Civilians
Identifying High-Risk Behaviors
CHAPTER 7: DEVELOPS
CHAPTER 8: ACHIEVES
CHAPTER 9: LEADERSHIP IN PRACTICE
PART FOUR: LEADING AT ORGANIZATIONAL AND STRATEGIC LEVELS
CHAPTER 10: ORGANIZATIONAL LEADERSHIP
CHAPTER 11: STRATEGIC LEADERSHIP
CRAFT DEVELOPMENT
SECRETS OF QUESTION BASED SELLING by TOM FREESE
Make sure you have listened to my interview with Tom Freese, Episode 126.
Chapter 13 Getting to the “Right Person”
Secret #123 “Not everyone can pull the trigger and make a decision, but lots of people can pull the plug on your opportunity.”
Types of Players
- The Decision Maker
- Influencers – have the decision makers ear
- Internal Champions – someone who wants your product or service offering so much that they are willing to go to bat for you
- Coaches – give you valuable advice and direction about how best to proceed in the sale…ultimately, coaches want you to succeed in the sale, but they are not in a position to actively promote your proposal.
- Informants _ provide you with valuable insight or information that will help you plan your next move – valuable information
- Indifferents and Anti-Champions – Indifferent couldn’t care less. Need to watch out for anti-champions…speak out against
Secret #125 The best way to neutralize an anti-champion is to get them to agree that both solutions are viable alternatives.
Secret #126 Anyone in an account who doesn’t understand the value of your product or service will ultimately vote against it.
