Share It’s true 2009 is proving to be a tough year for many companies and for many reps, this means lower close rates, smaller deals and possibly lower overall sales. But not all sales reps are created equal – here are four behaviors you need in order to be recession proof and succeed in this [...]
Share Achieving success is never easy. It takes desire, discipline and skill, but this year more than any other is tougher because of the grinding economy – sales cycles are longer, buying budgets have been cut and customers may be more preoccupied with their own job security than buying what you are selling. This dip [...]
Share “Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan ‘Press On’ has solved and [...]
Share Interesting post by Dave Kahle at SalesVantage.com (Beliefs That Limit a Salesperson’s Performance). He talks about thoughts and beliefs that prevent a sales person from being successful. While I think it would be commonly accepted that a salesperson must believe in their offering in order to effectively sell, he argues it is not necessary [...]
Share “Luck is what happens when preparedness meets opportunity and opportunity is there all the time.” Earl Nightingale
Share “Our choice of people to associate with, both personally and business-wise, is one of the most important choices you make. If you associate with turkeys, you will never fly with the eagles.” Brian Tracy When I was younger I noticed that you regardless of how strong your character or convictions are, over time you [...]
Share Selling Power has an interesting take on the traits of top performing sales professionals: Skills and Abilities – ability to analyze customer needs and qualifying, manage a sales process, and influence a close. Motivational Factors - ability to handle adversity, perserverence, independence, and ability to work in an unstructured environment. Cultural Fit – ability [...]
Share I remember when I first heard about Blackberry maker, Research in Motion. My friend, former journalist Mark Evans, was writing for the Financial Post in those days, and he said he had his eye on an interesting little company in Waterloo that looked poised to go places. I believe I shrugged it off at [...]
Share The old saying goes that if you harm another, by word or by action, the same will somehow eventually happen to you. Does the universe somehow keep score, reward honest behavior and settle debts? Who knows, but it is uncanny how most successful business people have great integrity and a strong moral compass. It [...]
Share Rick Spence had an excellent post on not allowing negative self-talk to get in the way of a sale. It reminds me of one of my favorite sayings about sales: “you don’t get what you deserve; you get what you negotiate.” If you let yourself be swayed by negative thoughts, negative inner talk, you [...]
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