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Diane Helbig

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Professional Coach, Seize This Day Coaching

162 points

As a business and leadership development coach I work with business owners, managers, and sales teams helping them overcome challenges and realize success.
I work one-on-one, and in groups, as well as conduct workshops, seminars and webinars. I am the ...

As a business and leadership development coach I work with business owners, managers, and sales teams helping them overcome challenges and realize success.
I work one-on-one, and in groups, as well as conduct workshops, seminars and webinars. I am the author of Lemonade Stand Selling, Accelerate Your Business Growth and am the host of the Accelerate Your Business Growth Radio Program on BlogTalkRadio.
I am the president of the Cleveland Chapter of ICF, on the board of the Lakewood Chamber of Commerce as well as the Advisory Council for the COSE Home Business Network.
I also write for Small Business Trends and Toilet Paper Entrepreneur. I am a member of the Top Sales Experts on Top Sales World.

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WEB: Seize This Day Blog

Feb. 14, 2012

Diane Helbig and 10 other people answered this question

What is the best advertising campaign you have ever seen?

The best advertising campaign I've ever seen was when the auto executives went to DC to talk about needing money. As they sat in front of congress, the Ford executive said 'We don't need any money. We're fine.' Now THAT's an advertising campaign. Just like ... more

Advertising Campaign

Brand Awareness

Nov. 24, 2011

Diane Helbig and 8 other people answered this question

What are the essentials to become a great sales manager?

A great sales manager understands that her salespeople are unique individuals. They have their own way of gaining clients. They should be nurtured as well as held accountable. A mistake sales managers make is trying to force a process on their sales people; a process ... more

Human Resources

Nov. 23, 2011

Diane Helbig and 4 other people answered this question

What should B2B marketing’s top priority be: acquiring leads or engaging with customers?

Marketing speaks to messaging to prospects. I think marketing dollars should be spent getting the message out about the value of your product or service. Sales and Customer service dollars should be spent on client acquisition and retention more

Customer Service

Customer Experience Management

Aug. 20, 2011

Diane Helbig and 1 other person answered this question

As a sales manager, what percent of your time is spent coaching your people?

It depends on your sales staff and what their strengths, needs, and challenges are. The newer sales people require more coaching. However, everyone on the team deserves coaching at some point. I think the only way you can answer the question is to know the ... more

Sales Management

Aug. 20, 2011

Diane Helbig and 3 other people answered this question

How can I generate more leads from my referral sources?

Continue to build your relationships with them and provide value. Are you able to refer them? Are they the right referral sources? The funny thing about referral sources is that they have to genuinely see an opportunity in order to refer you. Those don't happen ... more

Lead Generation

July 25, 2011

Diane Helbig answered this question

Why or why not should sales managers get out from behind the desk and start selling?

Interesting question! On the one hand, sales managers need to be available to their salespeople. Their primary responsibility is to be sure their sales staff has the tools and resources they need to be successful. They also are responsible for monitoring the performance of the ... more

Sales Management

Sales Small Business

July 15, 2011

Diane Helbig and 9 other people answered this question

How do you train a sales rep to overcome their fear of rejection?

So glad you found it helpful

Sales Management

July 12, 2011

Diane Helbig and 6 other people answered this question

What are some of the most common mistakes salespeople make in their presentations?

The first mistake they make is making their presentation before they've identified the actual need of the prospect. They launch into their presentation at the first sales meeting. Bad idea.
The second mistake they make is presenting everything instead of the one thing the prospect is ... more

Sales Management

May 30, 2011

Diane Helbig and 4 other people answered this question at this roundtable

Smart or Lucky - What Differentiates Successful Technology Companies? [5/24 @ 1:30 pm]

When should an entrepreneur give up on a business idea that they are passionate about?

When they've determined that their idea is undoable. It either costs too much to create and could never be sold at a profit, or it is not something that there is a market for. It could be that the idea is something that is in ... more

Information Technology

Entrepeneurship

April 15, 2011

Diane Helbig and 12 other people answered this question

Does your sales department really need a sales process? Why/why not?

The question is whether the entire sales staff should have the same sales process. Anyone who sells has to have some sort of process they go through to fill their pipeline and grow their business. That process differs by person. We're all different. How we ... more

General Management

March 29, 2011

Diane Helbig and 27 other people answered this question

What's the best thing to do with a top-producing salesperson who refuses to follow process?

I think you have to ask yourself how their inability to follow process is hurting the organization. If it isn't then it's a process set up for most people but not all. As long as they are producing and not negatively impacting the company, you ... more

Sales Management

Talent Management

March 19, 2011

Diane Helbig and 1 other person answered this question

What is an affordable approach for a start-up to take in building an internet marketing presence?

First determine what you hope to achieve. Then define your target market. Now, where are they online? Are they on Facebook, LinkedIn, Twitter? Are they seeking content from online article submission sites? Do they surf YouTube?
When you know where they play online, you then build ... more

Internet Marketing

March 15, 2011

Diane Helbig and 7 other people answered this question

If you go into business with a friend what are some things you should do to protect yourself?

Make sure that you answer a lot of questions upfront and put a partnership agreement together. This helps prevent misunderstandings down the road. Define who is responsible for which aspects of the business, how decisions will be made and who has the final say. This ... more

Feb. 18, 2011

Diane Helbig and 4 other people answered this question

In your mind is there a difference between a sales qualified lead and a marketing qualified lead?

I believe there is. I believe that a qualified sales lead is someone who has made it through the marketing and prospecting process and seems like a very good fit for my product or service. A qualified marketing lead, in my opinion, is someone who ... more

Lead Qualification

Feb. 13, 2011

Diane Helbig is now following J.D. Gershbein and 1 other person

Feb. 5, 2011

Diane Helbig and 8 other people answered this question

What is the biggest mistake small business owners make in the first year?

They don't realize that they have to be salespeople. THey think that somehow when they put up a website and get a phone people will know they have a great product or service.
Without a sales strategy they will quickly find themselves struggling. more

Feb. 2, 2011

Diane Helbig and 6 other people answered this question

How do you think Inside Sales can benefit from social media?

Inside sales teams have the edge on using social media to market their business by harnessing the power of Twitter and Linkedin. THey can use linkedin to prospect and connect with possible future clients and referral partners. They can use Twitter to share information and ... more

Jan. 19, 2011

Diane Helbig and 4 other people answered this question

I just started amway business, what is the best way I can generate customers with very limited funds

Network. You have to build relationships with people who may or may not need what you have to sell. Don't push your products on your family and friends. And don't assume that everyone should want what you have to sell. There has to be a ... more

Jan. 19, 2011

Diane Helbig and 16 other people answered this question

Cold Call "Worst" Practices: What's the worst cold-call techniques you have experienced?

One of the worst tactics I've seen is when the caller pretends he knows the prospect. Using their first name and a tone of voice that suggests a relationship. It's rude and insulting to the intelligence of the prospect. Another problem I see with cold ... more

Dec. 9, 2010

Diane Helbig and 5 other people answered this question

What are some of the most important things that you do as a company in order to retain your clients?

Good point Nicole.

Client Retention/development

Customer Loyalty

Small Business Strategies

Dec. 9, 2010

Diane Helbig and 8 other people answered this question

How do you train a new sales rep that you can see lacks the necessary motivation?

You don't. It is my experience and belief that trying to train someone who is not motivated is a waste of your time and their's. I think your time is best spent asking them to uncover why they are unmotivated. THEY have to identify where ... more

Motivate Salespeople

Dec. 1, 2010

Diane Helbig and 16 other people answered this question

Sales Enablement: What are the top sales enablement trends to watch in 2011?

As businesses look to 2011 as a year to regroup and regain lost ground they will be re-evaluating the way they enable their sales force.
They will be focusing more specifically on consultative selling. In order to develop this kind of environment they will work ... more

Sales Enablement

Nov. 29, 2010

Diane Helbig and 18 other people answered this question

Sales Enablement Best Practices: What are your 3 tips for successful sales enablement?

Sales enablement is about clarity and empowerment. There needs to be a clear message about expectations and consequences. That, combined with providing the resources and training that the sales force needs to be successful will move the effort forward.
1. Clarity of expectations – nothing ... more

General Management

Nov. 9, 2010

Diane Helbig and 15 other people answered this question

What are the defining characteristics of a great business leader?

Someone who believes in possibilities.
Whose ego isn't the most important thing.
Who appreciates the contributions of others.
Who is not daunted by problems that may arise because they know they will discover a solution.
Someone who knows what they don't know and isn't afraid ... more

General Management

Leadership Communication

Nov. 9, 2010

Diane Helbig and 21 other people answered this question

How do you motivate your employees when times are tough?

Such a great question! Communicating a vision takes clarity and consistency. Once you frame your message you need to consistently communicate it to employees, vendors, clients, and colleagues. The mistake that leaders make is saying it once and expecting that people will know it to ... more

General Management

Economic Downturn

Nov. 9, 2010

Diane Helbig and 14 other people answered this question

What are the best ways to communicate your vision as a leader to the rest of the company?

Such a great question! Communicating a vision takes clarity and consistency. Once you frame your message you need to consistently communicate it to employees, vendors, clients, and colleagues. The mistake that leaders make is saying it once and expecting that people will know it to ... more

Leadership Communication

Leadership Development

Leadership Qualities

Nov. 5, 2010

Diane Helbig and 2 other people answered this question

Social Media and Personal Branding: Best Practices

Carol, the first question is right on. And I totally agree that the answers with negative marks are examples of personal branding. Frankly I think they are examples of how you can present your company in a way that people don't appreciate.
I think that ... more

Brand Development

Following 5 Topics

Sales Management

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