Tag: managing yourself

Good Tips on How to Rebound from a Bad Year

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.

Santa Claus and Google. The Same or Just a Coincidence?

After nearly 60 years of a wavering belief in Santa Claus, I have come to a major AHA! Santa Claus is actually Google.

Three Tips to Transform Yourself into a Top Seller

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?

What Do You Do EVERY DAY to Build Attraction and Brand?

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?

It’s not WHAT are you investing in, it’s WHO are you investing in.

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.

Top Tips to Score a Meeting With a Prospect

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.

Are You Using These Famous Quotes for Inspiration?

“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.

How Long Does It Take? Am I There Yet?

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.”

“Help! I’m in a sales rut and I can’t get out!”

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.

Are These Sales Myths Holding You Back?

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.

People don’t fail. Oh, wait. Yes they do.

Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person.

Every great salesperson was once a beginner

Yes, I’m somewhat successful now, BUT I didn’t start with thirteen best-selling books. I started by writing one 750-word column. Actually, I started studying sales in 1972. And made sales for 35 years.

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