Category: Managing Yourself

Avoid These Mistakes When Cross/Upselling

On the surface, cross- and upselling seem easy. The person is already a customer; all you have to do is encourage them to buy more.

Do You Have A Vision?

I think it is easy to see why someone who has the power to imagine, to be creative, to posit alternatives in a coherent way that others can understand, is going to be more influential than someone who cannot.

In a Sales Slump? Don't Sabotage Yourself

Are you stuck in a sales rut? If/when unfruitful sales periods come about, the worst thing you can do is what most salespeople feel they have to do: wait for the slump to pass.

Pushy Sales Reps Share These Habits

Most sales reps don't want to seem pushy. But they may unwittingly come across that way if they aren’t careful.

Positiveness

Positiveness means maintaining a state of positive expectations about people and situations, including a positive state of energy in your thoughts and emotional patterns.

Survey Reveals Top Sales Priorities, Are Yours On the List?

Can you pinpoint your exact sales priorities? It can be easy for salespeople to get in the zone of “sell, sell, sell” without any direction.

Running is Like Selling. A Race to the Finish.

I just ran my first race. An 8K (five miles for we anti-metric devotees) road race. I’ve been in sales for 25 years. I’ve been running for six months.

Critical Thinking: What It Is & Why It Matters in Sales

The dictionary definition of critical thinking is “the objective analysis and evaluation of an issue in order to form a judgment.”

How to Be A Sales Video Superstar

Considered a salesperson’s “secret weapon,” video is becoming a common way for reps to communicate with prospects and clients. But some reps just can’t bring themselves to be comfortable in front of the camera.

Improve Prospect Follow-Ups With This Program

Following up with prospects is an important part of the sales process, and some salespeople even have systems in place to do so. While there is no singular program that works, some are more successful than others.

How To Think (and Sell) Like An Entrepreneur

While you may not have ever started your own business, you can still benefit from thinking like an entrepreneur. This is especially true for salespeople. A mental shift to more entrepreneurial thoughts can have a positive impact on every aspect of your sales.

The Winds. The Tides. The Sales Career. They All Change.

A career in sales means adapt to change or die. Changes occur in a sales job every minute.

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