If you didn’t have a stellar outcome in 2017, don’t despair. With some advice from Colin Nanka, you can make your numbers in 2018.
Category: Managing Yourself
Whatever your age, you’ve made resolutions, you’ve made goals, and often fall short of the stated objective and/or desire. Drop resolutions, they’re always painful. Drop goals, they’re often unmet.
What do both your sales wins and losses have in common? You! Reps are ultimately the key to their own success. Selling the most impressive product or service doesn’t always win the sale. But, an excellent sales experience can.
If you are new to the world of selling, you might be uncertain of where to begin. It can be tough for industry newcomers to find a good landing spot that aligns with their skills and expectations.
Do you hear what I hear? It’s the sound of sales reps scurrying to finish the year strong and meet their end-of-year goals. But as we all know, December is a tough month for business.
In the second annual State of Sales report from SalesForce, readers can learn what top sales organizations are focused on this year. Can you guess which topic is the top key performance indicator and how it will impact your sales?
PERSONAL REALITY: You wake up, shower, shave (M), put on makeup (F), brush your teeth, and comb/fix your hair (if you have any). Every day like clockwork. Those are personal habits. Rarely (if ever) missed. What about business habits?
When I say “investing” what one word comes to mind? Stocks? Day-trading? Hot tip? Jim Cramer? Booyah? Well, those are not the words I’m thinking of.
As a child you were taught to fit in. In school. In family. In fashion. And of course, fit in socially.
If you believe, as Ryan Warner does, that meetings fill your pipeline, you need to commit to a serious and detailed follow-up schedule. Warner lays out a 10-day plan to get in front of a top prospect.
“A customer objection is merely a request for more information.” Have you ever considered objections from this perspective? Likely not. This quote repositions objections as opportunities.