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.
Tag: managing yourself
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.
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.
People are ALWAYS asking me how long it takes to become a great salesman (salesperson). I tell them, “59 years and I’m still working at it.”
I was working with a sales team when a couple of the salespeople were complaining they were in a rut. In a rut, is another way of saying, “I’m not making enough sales,” with some other excuse attached to it. A rut, I said, is all in your head.
The phone is dead. This is one sales myth that salespeople must stop believing. Tony Hughes points out that the telephone is actually very important in every stage of the sales process.
Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person.