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March, 2014

Why Not You?

A guiding slogan in the Seattle Seahawk organization during the regular season and playoffs was "Why not us?" This inspirational slogan originated from Seahawk quarterback, Russell Wilson, whose father would tell him as a young boy "Russ, why not you? Why can’t you be a world champion, whatever you want to be?" The season ending result: A second year quarterback and the fourth youngest team ever, goes onto win pro football’s greatest show – the 2014 Super Bowl.
Check List
The Seahawk Super Bowl win was due to more than just a slogan. The coaching staff had worked hard in the preceding years to bring in and mix-and-match the right players, developing highly skilled players at each position, and molding the three phases of the game - offense, defense and special teams - into a formidable opponent. The slogan was the coup de grâce in that it unified the team throughout the season as they encountered and overcame adversity and kept their focus on the goal - getting to, and winning, the Super Bowl.

The Seahawk success began years earlier with a change in leadership, a new team philosophy, recruitment of the right chemistry, attitude, skill and desire in team members, and most significantly, . . . read more.
Mike Brice
Phone: (206)226-1617

Feature Article

The Essential Dos and Don'ts Of Selling

by Jacquelyn Smith,

This article discusses the dos and don'ts of selling. Applying these tips to your sales operation should result in an easier time closing deals.

Measure your sales behavior against these 10 dos and don'ts:

Should Never Do Should Always Do
1. Have poor telephone or in-person etiquette Target your prospects.
2. Jump to conclusions or mind read. Prepare
3. Be negative. Ask questions.
4. Discuss anything inappropriate. Listen.
5. Claim to know the answer to something when you don’t. Bring value.
6. Rely on the phone as your sole source of prospecting. Be focused on solutions.
7. Ask stupid questions. Put yourself in your prospects shoes.
8. Be defensive. Be honest.
9. Get too comfortable. Ask for what you want.
10. Wing it. Follow up.

Click here to read the complete article.
Note: Ask yourself the following questions.
  • Do you know what the behavior of your sales process is?
  • Do you you coach your sales team on effective sales behavior?
  • Do you sell practice these sales tips?

If you are looking for guidance to on developing effective sales behavior contact Mike to learn about the Executive Coaching and Sales Baseline services available from Brice Consulting for you and your organization.

Leadership Resources
Leadership: Deloitte Consulting CEO Jim Moffatt on how business leaders can learn from sports to improve leadership.
What CEOs can learn from sports (5:01 min)

Management: Dr. Woody offers lessons for transitioning from being managed to manager.
Become the boss: Making the switch from player to coach (5:13 min)

Future: The future isn't what we thought it would be.  We don't walk around in silver suits, travel to colonies on Mars or drive in flying cars.  Instead, we dress casual, take selfies and communicate in 140 characters. As I've argued before, in a very real sense 140 characters are better than a flying car.
6 Things You Should Know About The Future

Initiative: "With a little more initiative, Bruce, you could be a crew chief. Instead of standing around waiting for me to tell you what to do, figure out what needs to be done and do it."
"With A Little Initiative, You Could Be A Leader"

Software Reveiw Sites: Software review sites are a great vision for bringing greater clarity and simplicity to the process of evaluating and buying enterprise software.  The trouble is buying enterprise applications is inherently more challenging and multifaceted. One often has to anticipate and plan for future changes in business models now.  That's far beyond the simplicity of Yelp and other consumer-based reviews.
Why Completely Trusting Enterprise Software Review Sites Is A Bad Idea

Sales: The New York Times recently ran an interesting piece about companies moving their sales teams from commission to straight salary. As the article noted, "To many in the highly competitive world of sales, such a move is tantamount to blasphemy." I’m sure they also heard some stronger language that they couldn't print.  
The Case for Ending Sales Commissions

Problem Solving: I set out to be an entrepreneur and then an investor. I became a writer almost by accident. Now, I can't imagine not writing - it's something I do daily. It's how I problem solve. And it's crucial to my continued learning and growth.
The Best Way to Improve How You Think

Coaching: Coach K's phenomenal success as a coach and leader begs the question: how does he do it?
Why Coach K Coaches Like a Girl

Selling Your Business: According to a recent study by business-for-sale marketplaceBizBuySell, the sales of small businesses grew by nearly 50% in 2013. Specifically, there was an increase of 2,200-plus small business transactions, which were led by the sales of restaurants and retail stores.
4 Things to Know Before Selling Your Business

Successful Behavior: All other things being equal, when two or more people are competing for a job, promotion, customer, vote, sale or any number of similar goals, it's personality - not necessarily talent, experience or objective qualification - that's likely to give someone the edge. Call it charisma, magnetism, charm, dynamism or character, it's that certain spark that makes others more responsive to the one who possesses it.
To be a standout, you need personality

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