Twenty Forth and Twenty Fifth.
In Shanghai, Antz and I stayed at Astor House,
In Suzhou, it was Pingjiang Lodge,
In Beijing it was Westin at Financial Street.
Of Astor House (Shanghai), was big, errie and commentless on my end.
Of Einsten at The Regent we had for company,
His website tutule.com. Of Melissa, Lily and extensive Buffet on Sunday afternoon.
Of flowing Great Canal in ancient part of Suzhou,
Of water town in remote yet touristy Zhouzhuang,
Of the "Yong" room we stayed in
- reminiscent of Romance of the Three Kingdoms
Of cherry blossoms at The Humble Administrators Garden,
Of friendship renewed and new discovery.
Wide eight lanes at Beijing,
Olympic fever in thick the air,
Of blur cab drivers at dong nan xi bei
preceding every address.
Of seemingly endless opportunities,
and need for caution.
I discovered a few things today
that i need to think and plan matters of the pocket
relax yet be smart
independent yet dependent
pen down my thoughts
in a bid to find a route.
Tuesday, March 25, 2008
Tuesday, March 11, 2008
Uphill Task
Structured product forum today was held at a six star hotel in hk. very glam.
Thoughts and tips for the evening:
1) Harry F. Banks: “A salesman minus enthusiasm is just a clerk.”
2) “Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.”
3) Understand client needs
Riordan, 35, has been one of Fisher Island's chief ambassadors. The boyish-looking salesman with an athletic frame and an affable manner grew up in a middle-class neighborhood in suburban Chicago and has visited 39 countries in search of wealthy buyers.
A graduate of Illinois State University in Normal, Ill., Riordan said that, in addition to having a winning product to sell, the trick to being successful at Fisher Island is understanding your clients' needs.
4) Top salesmen are coachable, eager to learn, care about their clients
Memphis Business Journal - by Colleen Stanley
They are the few, the proud and, no, they're not the Marines. They are top-producing salespeople who consistently perform year after year. They sell in good or bad economic times, can sell a branded or non-branded product, and always do it with a can-do attitude.
What do these top producers have in common? Here are some of their traits to which you can compare your sales team.
They're coachable -- Top salespeople don't wait for their sales manager to find time in his/her busy schedule to meet with them. They take responsibility for their own success, and are proactive about asking for and receiving help.
When they receive feedback, they actually do something with it. They're constantly looking for tools that will help them influence customers and close business.
They show up consistently -- Top salespeople understand that business development is a process, not an event. They don't just network when they have the energy. They don't just make cold calls when they feel like it. They don't just meet with referral partners when their pipeline is dry.
They don't buy into the time excuse. They always make time to prospect. Top salespeople consistently show up every week with a plan and execute it.
They balance ego and humility -- Top salespeople don't rest on their laurels and get puffed up over the money they're making and the deals they're closing. They keep their egos in check because they know arrogance is the biggest killer of success.
They've observed arrogant salespeople who start believing their own press and, as a result, are so busy reading the releases they don't see the competitor sneaking up on them.
They're lifelong learners -- Top salespeople get smarter every year. They don't wait for the company to buy them a set of CDs or books, or enroll them in training. They understand that at the end of the day, success is their responsibility and no one else's.
If they work for one of the smart companies that does provide training, that's a bonus. Top salespeople turn off the car radio and turn on the latest sales training or leadership CD. Top salespeople turn off the tube and turn on the reading light to make sure they're staying abreast of the latest trends in business.
They let it go -- Top salespeople practice the Native American proverb, "Don't let yesterday use up too much of today."
These individuals may lose a piece of business. But they don't lose their entire weekend stewing over it. Instead, they hold a short pity party and get right back to business, armed with new lessons learned.
They care -- The salesperson who cares about their prospects and customers is in sales for the long run. They possess empathy.
For example, a salesperson shows up for a meeting with their best customer, who seems very distracted. Instead of focusing on the agenda, the salesperson drops the agenda and says to his/her customer, "Looks like there are other things going on today besides what we were scheduled to discuss. Do you mind sharing?"
They also care about the customer after the sale. Top salespeople honor promises and make sure commitments are met.
There is no entitlement attitude -- Ever heard a rep complain they can't sell because they don't have good enough marketing materials, a fancy CRM system or sales support? (By the way, this type of salesperson never makes it in a startup, where you're lucky to get a pen and piece of paper supplied.) Top-producing salespeople create their own marketing material, develop their database and hire support. They don't expect a lot of handouts before they have proven themselves.
They understand delayed gratification -- They know it takes time to learn new products and service, build referral networks and fill a sales pipeline. Top salespeople are willing to invest the time on the front end because they know they will reap the returns on the back end.
They work hard -- Plain and simple. Top producers aren't slouches. They're at the office early doing paperwork so they can spend the rest of the day doing revenue-generating activities. They understand sales is not a 9-to-5 job.
There's early morning networking, after-hour events and late-night travel. Top producers are in the business of sales because they want to reap the rewards of their individual efforts.
What was your score?
COLLEEN STANLEY is president of SalesLeadership, Inc., in Denver and author of Growing Great Sales Teams: Lessons from the Cornfield. Reach her at cstanley @salesleadershipdevelopment.com or (303) 708-1128.
Thoughts and tips for the evening:
1) Harry F. Banks: “A salesman minus enthusiasm is just a clerk.”
2) “Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.”
3) Understand client needs
Riordan, 35, has been one of Fisher Island's chief ambassadors. The boyish-looking salesman with an athletic frame and an affable manner grew up in a middle-class neighborhood in suburban Chicago and has visited 39 countries in search of wealthy buyers.
A graduate of Illinois State University in Normal, Ill., Riordan said that, in addition to having a winning product to sell, the trick to being successful at Fisher Island is understanding your clients' needs.
4) Top salesmen are coachable, eager to learn, care about their clients
Memphis Business Journal - by Colleen Stanley
They are the few, the proud and, no, they're not the Marines. They are top-producing salespeople who consistently perform year after year. They sell in good or bad economic times, can sell a branded or non-branded product, and always do it with a can-do attitude.
What do these top producers have in common? Here are some of their traits to which you can compare your sales team.
They're coachable -- Top salespeople don't wait for their sales manager to find time in his/her busy schedule to meet with them. They take responsibility for their own success, and are proactive about asking for and receiving help.
When they receive feedback, they actually do something with it. They're constantly looking for tools that will help them influence customers and close business.
They show up consistently -- Top salespeople understand that business development is a process, not an event. They don't just network when they have the energy. They don't just make cold calls when they feel like it. They don't just meet with referral partners when their pipeline is dry.
They don't buy into the time excuse. They always make time to prospect. Top salespeople consistently show up every week with a plan and execute it.
They balance ego and humility -- Top salespeople don't rest on their laurels and get puffed up over the money they're making and the deals they're closing. They keep their egos in check because they know arrogance is the biggest killer of success.
They've observed arrogant salespeople who start believing their own press and, as a result, are so busy reading the releases they don't see the competitor sneaking up on them.
They're lifelong learners -- Top salespeople get smarter every year. They don't wait for the company to buy them a set of CDs or books, or enroll them in training. They understand that at the end of the day, success is their responsibility and no one else's.
If they work for one of the smart companies that does provide training, that's a bonus. Top salespeople turn off the car radio and turn on the latest sales training or leadership CD. Top salespeople turn off the tube and turn on the reading light to make sure they're staying abreast of the latest trends in business.
They let it go -- Top salespeople practice the Native American proverb, "Don't let yesterday use up too much of today."
These individuals may lose a piece of business. But they don't lose their entire weekend stewing over it. Instead, they hold a short pity party and get right back to business, armed with new lessons learned.
They care -- The salesperson who cares about their prospects and customers is in sales for the long run. They possess empathy.
For example, a salesperson shows up for a meeting with their best customer, who seems very distracted. Instead of focusing on the agenda, the salesperson drops the agenda and says to his/her customer, "Looks like there are other things going on today besides what we were scheduled to discuss. Do you mind sharing?"
They also care about the customer after the sale. Top salespeople honor promises and make sure commitments are met.
There is no entitlement attitude -- Ever heard a rep complain they can't sell because they don't have good enough marketing materials, a fancy CRM system or sales support? (By the way, this type of salesperson never makes it in a startup, where you're lucky to get a pen and piece of paper supplied.) Top-producing salespeople create their own marketing material, develop their database and hire support. They don't expect a lot of handouts before they have proven themselves.
They understand delayed gratification -- They know it takes time to learn new products and service, build referral networks and fill a sales pipeline. Top salespeople are willing to invest the time on the front end because they know they will reap the returns on the back end.
They work hard -- Plain and simple. Top producers aren't slouches. They're at the office early doing paperwork so they can spend the rest of the day doing revenue-generating activities. They understand sales is not a 9-to-5 job.
There's early morning networking, after-hour events and late-night travel. Top producers are in the business of sales because they want to reap the rewards of their individual efforts.
What was your score?
COLLEEN STANLEY is president of SalesLeadership, Inc., in Denver and author of Growing Great Sales Teams: Lessons from the Cornfield. Reach her at cstanley @salesleadershipdevelopment.com or (303) 708-1128.
Monday, March 10, 2008
March Ahead
Over this weekend, i have achieved quite a lot i think. Bought three dresses - one Fillipa K, two BCBG cocktail dresses. Went for meal at Happy Valley Dim Sum, had dinner and drinks at Desmond's serviced apartment.
What lies ahead in March should be hectic.
March's Timeline
1) Colleague from Ldn and Japan down - 10/11 March
2) Structured Products Forum - follow up and leads - 11 March
3) Planning for Beijing trip - 24/25 March
4) Shanghai Easter Trip - 20/21-23 March
5) Rugby Tens & Rugby Sevens - 26/27 & 28/29 March
6) Harry Connick Jnr Concert - 18 March
7) Background: Buy Paul's Bday present and ship over/Antz bring over
April's Timeline
1) Mike & Jill's Wedding - 26 Apr
2) Hope to take leave from 28 Apr - 4 May
What i have achieved at work since Feb: (5 months in HK)
1) Contact with Beijing clients: Booking meeting dates
2) China reading up: Derivatives Industry
3) Salesforce knowledge & Contract Generation
4) Support work: Improved on Math Models, Structuring, Training & Presentation
Shoot, somehow it doesnt look like a lot. I still have to work on pleasing the HK clients, cant seem to do that very well. Q1 is almost over. I am quite screwed
What i have acheived socially and personally (since i was here on Sept 24)
1) I know many nice places to eat - Dim Sum, Chinese food & Dessert
2) I know where to go for good massage and nail pampering in Causeway Bay, and also a good hairdresser and facial lady!
3) I know where to get my clothes - Seibu @ Tsim Tsa Tsui, Causeway Bay, Elements @ Kowloon MTR, Mango & Zara @ IFC
3) I have my own oven to bake - Mango Cheesecake, Bluberry Muffins, Bread Pudding, Lemon Garlic Chicken were my conquests. Also found great places to stock up on baking supplies!
4) I have my own pot to boil soup - Watercress Soup, Lotus Root, Longan Soup, Winter Melon Soup, Carrot & Corn Soup, Eight Treasure Soup etc.
5) I have visited HK History Museum - had a brief understanding of the Opium War, and the Development of banks in HK and Shanghai
6) I have walked all the night markets - including Ladies Market, Temple Street, Jade Market
7) I have been to Shenzhen - Massage Therapy
8) I can be alone and eat alone - I could never ever do that
9) I have a group of Singaporean friends - we hang out weekly
10) I have started climbing at least twice weekly - got to know a nice climbing community in HK, all thanks to Valetia. Sadly, she is leaving HK. :-(
What lies ahead in March should be hectic.
March's Timeline
1) Colleague from Ldn and Japan down - 10/11 March
2) Structured Products Forum - follow up and leads - 11 March
3) Planning for Beijing trip - 24/25 March
4) Shanghai Easter Trip - 20/21-23 March
5) Rugby Tens & Rugby Sevens - 26/27 & 28/29 March
6) Harry Connick Jnr Concert - 18 March
7) Background: Buy Paul's Bday present and ship over/Antz bring over
April's Timeline
1) Mike & Jill's Wedding - 26 Apr
2) Hope to take leave from 28 Apr - 4 May
What i have achieved at work since Feb: (5 months in HK)
1) Contact with Beijing clients: Booking meeting dates
2) China reading up: Derivatives Industry
3) Salesforce knowledge & Contract Generation
4) Support work: Improved on Math Models, Structuring, Training & Presentation
Shoot, somehow it doesnt look like a lot. I still have to work on pleasing the HK clients, cant seem to do that very well. Q1 is almost over. I am quite screwed
What i have acheived socially and personally (since i was here on Sept 24)
1) I know many nice places to eat - Dim Sum, Chinese food & Dessert
2) I know where to go for good massage and nail pampering in Causeway Bay, and also a good hairdresser and facial lady!
3) I know where to get my clothes - Seibu @ Tsim Tsa Tsui, Causeway Bay, Elements @ Kowloon MTR, Mango & Zara @ IFC
3) I have my own oven to bake - Mango Cheesecake, Bluberry Muffins, Bread Pudding, Lemon Garlic Chicken were my conquests. Also found great places to stock up on baking supplies!
4) I have my own pot to boil soup - Watercress Soup, Lotus Root, Longan Soup, Winter Melon Soup, Carrot & Corn Soup, Eight Treasure Soup etc.
5) I have visited HK History Museum - had a brief understanding of the Opium War, and the Development of banks in HK and Shanghai
6) I have walked all the night markets - including Ladies Market, Temple Street, Jade Market
7) I have been to Shenzhen - Massage Therapy
8) I can be alone and eat alone - I could never ever do that
9) I have a group of Singaporean friends - we hang out weekly
10) I have started climbing at least twice weekly - got to know a nice climbing community in HK, all thanks to Valetia. Sadly, she is leaving HK. :-(
Since i last blogged
Since i last blogged, i have been to Berlin & Frankfurt, and back in Singapore for CNY.
Berlin Sales Conference 2008 was very nice, got a chance to polish up on my German once again. Frankfurt was lovely with Berna's company, and of course, she let me crash at her place! It was cold but yet warm at the same time. Relived memories of being a student, living in a "hostel-like environment". Berna was a masters student at Frankfurt. Learnt that LV is cheaper in Germany, and more so in Paris.
It was good to be back home, and see my folks again. Albeit it being a short trip, i did all i wanted to and had to do. Went to Zouk, had a house party where the closest pals were invited for dinner and gambling session, got my CPF sorted out with insurance agent, tasted Paul's bread concoction, collected Ang Paos and CNY snacks!
Within Feb itself, I was host to four sets of visitors. Mid Feb came 2 Mexicans, one of whom I knew from exchange. End Feb was when San Cow Mo, and her friend Julie came over to HK. And also my young cousin Samson! Early March was Marcella and Nellien over for work. So as you can imagine, weekends are busy. At the same time, i still climb with Valetia, spend some time with Singaporean friends, and once a while with colleagues.
Berlin Sales Conference 2008 was very nice, got a chance to polish up on my German once again. Frankfurt was lovely with Berna's company, and of course, she let me crash at her place! It was cold but yet warm at the same time. Relived memories of being a student, living in a "hostel-like environment". Berna was a masters student at Frankfurt. Learnt that LV is cheaper in Germany, and more so in Paris.
It was good to be back home, and see my folks again. Albeit it being a short trip, i did all i wanted to and had to do. Went to Zouk, had a house party where the closest pals were invited for dinner and gambling session, got my CPF sorted out with insurance agent, tasted Paul's bread concoction, collected Ang Paos and CNY snacks!
Within Feb itself, I was host to four sets of visitors. Mid Feb came 2 Mexicans, one of whom I knew from exchange. End Feb was when San Cow Mo, and her friend Julie came over to HK. And also my young cousin Samson! Early March was Marcella and Nellien over for work. So as you can imagine, weekends are busy. At the same time, i still climb with Valetia, spend some time with Singaporean friends, and once a while with colleagues.