Closing is the art of gaining of commitment. Some commitment gaining occurs at the end of the sales cycle. But more often there are many smaller commitments that allow the sale to move forward. The industry has historically placed far too much emphasis on the closing event ...
1. Be Someone Worth Following Real influence has nothing to do with tips, tricks, or gimmicks. There is nothing that you can ...
Great salespeople have the ability to speak well and to convey their ideas and their solutions. This ability in great ...
Caring comes first. If you don’t care how people feel, it is impossible to be empathetic.
1. Be Action-Oriented Caring is the desire to achieve a positive outcome for someone else. In sales, that someone is your ...
Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people ...
1. Believe That There Is a Way Resourcefulness is a belief system. It is a state of mind. It is the ability to look at a ...
The focus of this year’s conference was Sales Operations as a Strategic Revenue Growth Asset. Today featured a number of ...
Four Themes from The Conference Board’s Senior Sales Executive Conference I had every intention of making four or five posts ...
1. Define What It Means to be Proactive The first way to take initiative is to define what it means to be proactive. This is ...
1. First Beat Your Most Difficult Opponent: You! There is an old Japanese saying, “Makatsu Agatsu.” It translates to “True ...
I have written before about self-discipline and optimism, because I believe they are so critical to success in sales–and ...
Self-discipline is the master key to sales success. All other disciplines, attributes, and skill sets are built upon the ...
When It Is Okay To Fail It is okay to fail when you have given it your very best effort, when you have played the game to ...
On Sales Bloggers Union Each month I contribute an article to Sales Bloggers Union (SBU). This month the topic is Different ...
The tenth and final sales-related skill set is the ability to manage outcomes. It is built on the foundational success ...
What is Leadership? The definition of leadership is too ambitious for this humble blog post: there are too many opinions and ...
Businesses are made up of people, and change management is a people process. As such, change management requires many of the ...
What is Negotiation? Negotiation is the art of the deal. Negotiation is an event, or series of events, designed to produce ...
The sixth attribute and sales-related skill set is storytelling.
The fifth attribute and sales-related skill set is the ability to diagnose.
