Latest News from Lee Novak

Top Ten Benefits of CRM

Sun, 10 Jan 2010 13:00:00 EST

Would you board a commercial airline if you knew, 1) the plane was lacking a navigational system, 2) you would be flying to the busiest airport in the world without the aid of an air traffic controller or radar, and 3) the pilots would not have any radio contact to direct their take off or landing approach? Most likely not. CRM is not a fad nor is it a way for your company to act as BIG BROTHER! CRM is a navigational tool that, when used properly it will increase your profitability, productivity and enhance your customers buying experience. I believe that what you are really asking is, what is in it for you, the individual sales rep. Here are my top ten reasons that CRM benefits YOU:

21 Daily Creeds for a More Successful and Fulfilling Career and Life

Thu, 10 Dec 2009 12:05:00 EST

The Difference between a Piece of Coal and Diamond is how Long it Has Been under Pressure. The best way to move the Mountain of Fear, Defeat and Despair is one stone at a time. What follows are 21 Daily Creeds for a More Successful and Fulfilling Career and Life.

The Ten Commandments for Achieving Excellence in Business and Life

Fri, 04 Dec 2009 01:45:00 EST

I. Build Your Self Esteem –Successful people know that, building their mind, exercising their body, growing their skills and intellect provides them with layers of protection against failure in life, relationships and business. They are more confident, more hopeful and people are drawn to them by this healthy dose of self esteem II. Set demanding Goals – A muscle doesn’t grow without resistance. Successful individuals realize that to grow financially, spiritually or personally they need to challenge themselves with demanding goals.

The Ten Commandments for Achieving Excellence in Business and Life

Thu, 03 Dec 2009 05:00:00 EST

Successful people know that, building their mind, exercising their body, growing their skills and intellect provides them with layers of protection against failure in life, relationships and business. They are more confident, more hopeful and people are drawn to them by this healthy dose of self esteem

The Cure When The Stench of Bad Customer Service Occurs

Thu, 03 Dec 2009 13:30:00 EST

However much to my chagrin, spillage did occur and gas soaked through the blanket so much that I was lucky not to have passed out from the fumes! Once I got close to the scene I was shocked to see a police car with flashing lights and a wrecked van in the grassy median and immediately I knew that she had been rear ended despite the flashing of her hazard lights. Thankfully, the accident turned out to be minor and no one was injured. As I drove my vehicle home the stench from the spilled gasoline was so overwhelming that I had to put my windows down to avoid losing my vision! Once home, I attempted multiple remedies but none were successful in eradicating the smell of gasoline. I tried vinegar which made the car smell like cabbage soup with a touch of vinegar, an aerosol car freshener which made the car smell like minty wood – with a strong touch of gasoline, freshener in a can, freshener on a rope and finally a combination of all these together. Finally after a few days, I simply left the windows open on my vehicle for a few hours each day (coupled with two cans of freshener) and the gasoline smell went from dizzying to nauseating to tolerable to negligible to gone!

The Cure When the Stench of Bad Customer Service Occurs

Sun, 29 Nov 2009 21:30:00 EST

Dear Lee,

One of my best accounts whom I’ve done business with for years informed me that they plan to leave us because of the frustration they’ve experienced with my company. At issue are numerous problems related to accounting/billing and support related items. Any thoughts you could give me on strategies to gain back their confidence?

Becca C.

Dear Becca,

The other day my daughter called me in a panic because she had run out of gas on a busy highway. As any Father would, I immediately s…

A Sales Success Story - Overcoming the Price Objection

Mon, 09 Nov 2009 11:26:46 EST

The Farther Up One Goes the Farther Out One Should See

A Sales Success Story - Overcoming the Price Objection

Sat, 07 Nov 2009 23:00:00 EST

A few years ago, I was asked by one of my best sales executives to assist in salvaging a large contract with an Arizona client. The Sales Executive and his team had performed extensive business analytics, developed strong support from the client’s management team and had even received a verbal approval from the key decision maker, Mr. C. However, at the last minute, Mr. C. cancelled what was to be the closing meeting for this nearly 2MM contract.

During my "salvage" meeting with Mr. C. he shar…

The True Cost of Not Making a Buying Decision

Fri, 16 Oct 2009 07:30:00 EDT

Today, after a six month sales cycle that included extensive relationship building, expensive marketing strategies and a detailed return on investment analysis that revealed a monthly savings of $ 13,347 per month (net after the expense of my new proposal), the client shared that she was inclined to delay the decision by 12 months! Her reasoning? She feels that she can get a better deal when her contract comes to end of term. I am so frustrated and angry! I’ve neglected other clients because of the amount of effort, time and energy I have put into winning this deal. Without this deal I will not make plan. I am at my wits end and fear that I could lose my job. Do you have any thoughts that may help?

The True Cost of Not Making a Buying Decision

Wed, 14 Oct 2009 12:41:21 EDT

Dear Lee,

Today, after a six month sales cycle that included extensive relationship building, expensive marketing strategies and a detailed return on investment analysis that revealed a monthly savings of $13,347 per month (net after the expense of my new proposal), the client shared that she was inclined to delay the decision by twelve months! Her reasoning? She feels that she can get a better deal when her contract comes to end of term. I am so frustrated and angry! I’ve neglected other clien…

The Science of a Team

Sun, 20 Sep 2009 04:45:00 EDT

During a speaking engagement to a Fortune 500 company I told the story of a Sales Manager who I knew, that gained invaluable insight regarding the importance of a establishing a strong team - during a health challenge, he’d experienced years earlier. The health issue came about very suddenly and consequently, the Sales Manager was faced with the daunting prospect of, finding the right team of specialists who could treat his condition and perform the life saving operation.

The Science of a Team

Sun, 20 Sep 2009 00:29:00 EDT

The Ten Attributes of a Magnetic Sales Professional

Sun, 06 Sep 2009 05:45:00 EDT

The Magnetic Sales Professional doesn't see their role as job. They see it as a calling.

The Ten Attributes of the Magnetic Sales Professional

Sun, 06 Sep 2009 03:59:00 EDT

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can overachieve the sales and revenue goals, retain and increase the share of wallet of the existing client base and have the ability to drive new business in the unsold prospect arena. Sales Organizations want Magnetic Sales Professionals not simply, successful…

Twenty Five Motivational Quotes and Thoughts for Today's Sales Leaders

Tue, 18 Aug 2009 16:30:00 EDT

Even the most positive, faithful, hopeful and optimistic individuals have bad days. A kind word, a funny story or a smile can make all the difference. The following represents twenty five of my favorite motivational, thought provoking and inspirational quotes which I have accumulated through the the years. I hope that you will find them useful, enjoyable and entertaining as you prepare to slay the competitive dragons!

Twenty Five Motivational Quotes and Thoughts for Today's Sales Leaders

Mon, 17 Aug 2009 22:33:45 EDT

The following represents twenty five of my favorite motivational, thought provoking and inspirational quotes which I have accumulated through the the years. I hope that you will find them useful, enjoyable and entertaining as you prepare to slay the competitive dragons!

OVERCOMING OBSTACLES AND SETBACKS

1) Fall Down Seven Times Get up Eight.

2) If you are going through hell (lost a deal, behind plan, etc.) keep going.

3) Believe that you are going to turn this setback into a co…

Six Keys to Change the Sales Culture From Me to We

Mon, 17 Aug 2009 12:22:00 EDT

Recently, I went skydiving for the first time. Stepping out of the plane onto a 6" platform and jumping at 7,000 feet was an amazing experience! However, I didn't accomplish this alone. It was a tandem jump with a veteran skydiver. However, this veteran skydiver who had over 2,000 jumps didn't accomplish the jump alone either. He had an experienced pilot who had flown the plane on over 10,000 jumps yet the pilot didn't get the plane off the ground, without the aid of an experienced airplane mechanic who performed a detailed evaluation of the plane before and after each takeoff. This team of individuals worked together to ensure that I (who was also part of the team) experienced a safe and enjoyable outcome.

Eight Timeless Pearls of Sales Wisdom

Thu, 30 Jul 2009 14:45:00 EDT

Recently, a former sales mentor of mine named John Tuohy passed away. Mr. Tuohy was an award winning field sales representative who seemed to have an endless array of tactics and sales strategies that he used to sell his products. I was fortunate to have him take a liking to me as a “green pea sales rep” and although he and I worked on two different sales teams, Mr. Tuohy was always willing to share his thoughts with me - not only about sales but also about life when we would attend our monthly sales meetings in Dallas, Texas.

Eight Timeless Pearls of Sales Wisdom

Wed, 29 Jul 2009 20:46:44 EDT

Recently, a former sales mentor of mine named John Tuohy passed away. Mr. Tuohy was an award winning field sales representative who seemed to have an endless array of tactics and sales strategies that he used to sell his products.

I was fortunate to have him take a liking to me a, “green pea sales rep” and although he and I worked on two different sales teams, Mr. Tuohy was always willing to share his thoughts with me - not only about sales but also, about life when we would attend our monthly…

Eight Timeless Pearls of Sales Wisdom

Wed, 29 Jul 2009 08:30:00 EDT

Recently a sales mentor of mine from many years ago, named John Tuohy passed away. Mr. Tuohy was an award winning field sales professional in the high tech industry who, had a panoply of tactics and sales strategies that he utilized to sell his products. I was fortunate to have him take a liking to me as a "green pea sales rep" and although he and I worked on two different sales teams at the time, he was always willing to share his wisdom with me - not only about sales but also about life, when we would attend our monthly sales meetings in Dallas, Texas. I lost touch with Mr. Tuohy a few years after he'd retired but I have carried the following timeless pearls which he gave me throughout my career.

My Quota is Gigantic!

Fri, 03 Jul 2009 14:15:00 EDT

Last year I was a record setting sales rep at my company selling high tech solutions. Today I received my annual quota for the new year and was shocked to see that my account list shrunk by 10% and my quota is the highest in the company. I am very frustrated with this. I attempted to negotiate a reduced quota with my manager but he dismissed my request, saying that he has full confididence that I will figure it out. My quota is gigantic but my spirit is weak. Any suggestions?

Coaching the Star Performer

Wed, 01 Jul 2009 23:00:00 EDT

I have a tenured sales person who has a history of overachieving his sales quota for the past three years. In fact, he has been one of the top performers in the company and is excellent at closing business in competitive accounts. However, his service after the sale and his follow through is the worst on my team. Clients have complained frequently about feeling as if, he only cares about them when he is selling them something and then he disappears, doesn't return phone calls, etc. I have attempted to coach him on this deficit but quite frankly, he doesn't take criticism very well and I have seen no improvement. How can I counsel him to improve without damaging his level of high performance?

The True Cost of not Making a Buying Decision

Wed, 31 Dec 1969 19:00:00 EST

Every Minute Counts!

The Science of a Team

Wed, 31 Dec 1969 19:00:00 EST

Doing the Right Things, at The Right Time, in The Right Way, for The Right Reasons.

Effective Sales Management at 7,000 feet

Wed, 31 Dec 1969 19:00:00 EST

Dear Lee, I have enjoyed your articles

Eight Timeless Pearls of Wisdom Given to Me by A Wise Mentor

Wed, 31 Dec 1969 19:00:00 EST

in honor of John Tuohy

Eight Timeless Pearls of Wisdom Given to Me by A Wise Mentor

Wed, 31 Dec 1969 19:00:00 EST

in honor of John Tuohy

Eight Timeless Pearls of Wisdom Given to Me by A Wise Mentor

Wed, 31 Dec 1969 19:00:00 EST

in honor of John Tuohy

Making the CRM Tools work for you

Wed, 31 Dec 1969 19:00:00 EST

Coach Novak,

Passion the Formula for success and happiness

Wed, 31 Dec 1969 19:00:00 EST

Passion