Tag: growth

21
Aug

Use This Simple Technique to Increase Sales

When a buyer shares an issue that your product or solution can solve, it’s very tempting to swoop in super-hero style and with a big smile share how your product can most assuredly solve their problem. With great excitement, you confidently explain how your product or service is perfect for them. Laying out your case for your price, product and

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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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18
Jul

What Type of Sales Manager Are You? The Start-up Sales Manager

In our previous article, we discussed the Selling Sales Manger. This manager often works well in small or new divisions, building teams and transitioning to a more traditional management role. Similarly, the Start-up Sales Manager also works in new companies or divisions, building a sales team from scratch. The key difference, however, is that the Start-up Sales Manager does not

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4
Jun

3 Essential Traits of Superstar Salespeople

Whether you’re looking to hire or get hired, success demands that you know these traits well. Whenever I speak to a group of professionals, I get this one question from sales leaders and salespeople most often: “What is the make-up of a really good salesperson?” I usually give my lawyer response: It depends. All sales roles are not the same,

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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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21
Mar

The Final Word on Sales Manager Success

You cannot achieve sales manager success if you don’t know what it is. Sales managers need a clear picture in their mind of ideal sales performance and the factors that contribute to it. A floundering sales rep may miss quota for any number of reasons like: personal issues, professional development needs, management style and involvement, lack of resources, territory issues, competitive

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21
Mar

3 Reasons Why A Sales Manager Returns to Selling

The allure of a management title, executive perks and authority can be very tempting to a successful salesperson. This is what can happen when their career path leads them where they weren’t expecting to go. Eliot was a consistent top sales performer. Senior management considered him a superstar. He exceeded his quota by 20% every month, he landed some of

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21
Mar

4 Exceptional Habits Of Highly Successful Salespeople

Knowing and applying these four habits can put you into a select group of superstars. One of the questions I get asked most often is, “What does it take to be a great salesperson?” Some ask because they want to be great in sales. Others ask because they want to hire great reps. Either way, successful salespeople leave clues to their

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21
Mar

3 Unshakeable Beliefs of Top Performers

Success begins first in the mind. Top performers work on their mind more than their body, job, or career. Right thinking is the genesis of success. Michael Jordan is arguably the greatest basketball player… ever. How does a kid who gets cut from his junior varsity basketball team win six NBA Championships? Read for yourself: “I’ve missed more than 9000

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