I was in the zone. Focused, tearing through my To Do list…I felt unstoppable. Then the phone rang. I made the mistake of answering the call without looking at the caller ID. It was a software vendor. He wanted to set up a “quick conversation” to show me how their team could save me time […]
Read moreAs you know, there are many parallels between sales and sports. In both sales and sports, everyone is the member of a team, each member has a different role, and the entire team’s success depends on individuals giving their best. And, as with sports teams, great sales teams need great coaches to bring out the […]
Read moreWe’ve all been there. You hate your job. You hate your boss. You hate your organization. You hate your colleagues. Every day you wake up filled with anxiety or annoyance at the thought of having to go to work. On Sunday afternoon you have a knot in your stomach in anticipation of what’s to come […]
Read moreLinkedIn is one of the most beneficial social media platforms for professional networking. There’s a minority of salespeople and entrepreneurs who are leveraging it and are having great success generating leads, building their personal brand, developing relationships, as well as selling their products and services. Some of them have gotten to the point of building […]
Read moreWorking in sales is a grind. Keeping your focus and meeting your quota month after month can take its toll. The ups and downs of sales can feel like a rollercoaster. Each dip is a disappointment, and each high is elation. There are ways to make the ride a bit more even. The following are […]
Read moreGlengarry Glen Ross? The Wolf of Wall Street? Boiler Room? These are probably a pretty standard top-3 when folks are asked what they think is the best “sales movie” of all time. And, yes, I happen to be a big fan of all 3. I mean, where would we be today without Alec Baldwins infamous […]
Read moreTracking sales performance statistics can be time-consuming and tedious, which is why so many people avoid it. Or they implement it, then don’t keep people accountable for fulfillment. Eventually, the initiative dies out and the statement is, “tracking stats doesn’t work for our team.” This is one of the biggest reasons why companies fail to […]
Read moreWin-loss sales analysis is an essential practice for the modern, B2B sales organization. Understanding the recurring themes behind your wins and losses will enable you to take the corrective action needed to increase sales productivity and improve win rates. Sales Talent is Scarce To understand the importance of win-loss sales analysis, you have to take a […]
Read moreEvery year sales organization spend millions into new ways to grow sales. Business owners know that sales are the lifeblood of the company, or do they? If you can’t produce new business, there is no company, or at least no future for that company! A recent study of 2,663 sales organizations by Think Training, Nightingale […]
Read moreMany years ago, I noticed that my environment has an enormous effect on the way I feel and function. If I’m in an organized, structured space, I feel calm and able to move through my day with relative ease. However, a disorganized, untidy, chaotic space will take me from calm to unsettled in a matter […]
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