Growth

22
Feb

7 MORE Qualities of a Great Sales Coach

This is a follow-up article to 7 Qualities of a Great Sales Coach. 1. Great sales coaches know the value of incrementalism. Sales skills develop over time if they’re going to last. Great sales coaches work on techniques continually to make lasting changes. That means the sales process provides the structure and the reps’ skills within the process will improve

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21
Mar

The 10 Books I Recommend the Most

I am a sales trainer. I’ve invested the last two decades of my life helping salespeople and sales leaders become more successful working with companies from $2 million to $2 billion in sales. One of the privileges, from which I derive great joy, is recommending good books. Below are the 10 books that I recommend the most to people. I’ve

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3
Oct

Your Crisis Stricken Employee Deserves More Than a Sympathy Card… Do This Instead

Your employee is in crisis – a close member of their family died, a child has become severely ill, or their spouse was injured in an accident and cannot work. You want to offer help, but may not know exactly what to do. Apart from giving them time off and sending them a card signed by their coworkers, here are

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14
Jul

6 Smart Steps to End Procrastination

Got stuff to do that you hate doing? You’re not alone. Procrastination kills productivity for millions of people. Follow these surprisingly enjoyable steps and you’ll actually look forward to getting tasks done that were painfully avoided just last week. One of my biggest personal challenges is planning – and all the time consuming details that goes with them. My frustration

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13
Jul

5 Thinking Habits of the Mega Successful

Recalibrate your thinking to that of super successful people and start improving your performance right away. Being successful starts with your thoughts. Thinking drive behaviors. Good or bad, productive or useless thought precedes action. Self-defeating thoughts can derail a career whether it’s leadership, selling, entrepreneurship… you name it. Clear, rational and optimistic thinking leads to eventual success. To reach your

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9
Jun

Shocking Advice When Dealing with Difficult People

Got an event coming up with difficult family members? Use this unconventional method to transform your visit and redirect the relationship into a much healthier and positive direction. You want me to do what!? Years ago, Jim Cathcart gave me a piece of unexpected advice when I was struggling in a relationship with some difficult people (actually a member of my

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24
May

6 Powerful Pillars of Self-Motivation

What does it really take to become self-motivated? Use these six pillars to reframe your thinking and elevate your game. According to Psychology Today, motivation is literally “the desire to do things”. Therefore, self-motivation may be described as: “the initiative to begin or continue an activity without any external influence”. Unfortunately, our motivation is easily affected by circumstances and predispositions, which can result in unfinished tasks, unfulfilled

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19
May

5 Valuable Lessons We Can Learn From Introverts

Pause for a moment to consider using these lessons from Introverts and ease your way through your next sales call. Introverts: Gandhi, Bill Gates, Marilyn Monroe, Salvador Dali, and Audrey Hepburn just to name a few. Introverts bring calm to a world of Extroverts. Extroverts thrive in people dominated environments. They draw energy from others. Introverts require down time to recharge their

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18
May

5 Ways You Can Boost Your Self-Confidence

Negative self talk causes emotions to adversely affect sales behaviors and outcomes. Change your thinking patterns with these five smart methods. Self-confidence is the assurance in one’s personal judgment, ability and power. Salespeople lose sales when they allow their emotions to control their thinking and behaviors. Some examples are negative self talk, emotional neediness, insecurity, and low self-confidence. Negative self

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4
May

7 Golden Beliefs of Amazingly Successful Salespeople

Knowledge may be power, but beliefs define who we are. After almost two decades of analyzing, training and coaching sales professionals, seven core beliefs correlate with superstardom. I’ve had countless people ask me, “What is the one thing I need to do to be a great salesperson?” That’s a loaded question. I’ve found that it’s rarely, if ever, just one thing. But

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