Sales meetings: giant waste of time?
Let’s say you’re a salesperson who is about to enter your manager’s office for a weekly one-on-one meeting. It might be the most dreaded hour of your week. Why? Let’s go over your pipeline As a sales...
View ArticleEeyore, the salesman
Have you ever met Eeyore, the salesman? Sure, you know about the beloved character from A. A. Milne’s Winnie the Pooh books (later adapted by Walt Disney); but have you met this person on your sales...
View Article5 steps to drive business
As sales leaders and managers, we have all been out (and maybe some still are) with the customer, directly asking for business on a daily basis. It’s likely that you’re in your position because you...
View ArticleUnderstanding needs: GAP – Day 36
Today’s GAP post is for gratitude. I appreciate great service – especially when someone takes the time to find out my buying motivations. I especially appreciate this because I am not a shopper. I...
View ArticleSales Goals: GAP – Day 163
Today’s GAP post is for gratitude. The sales thermometer has exploded. Our company has surpassed our sales goal and our BHAG goal for the second straight month. In fact, we passed April’s BHAG about...
View ArticleActivity: GAP- Day 179
Today’s GAP post is for progress. It’s fun when you make progress on projects that have been stagnant. Even a simple return call can make all of the difference in your confidence. At a time when...
View ArticleBusier than a…. GAP – Day 248
Today’s GAP post is for gratitude. Everyone knows how to finish that sentence. Busier than a one-legged man in…. well, you know. I’ve never really understood that analogy because 1) has anyone ever...
View ArticleJust smiling and dialing: GAP – Day 318
Today’s GAP post is for attitude. One of the hardest parts of a sales person is the follow-up call. I remember back to my first sales job where follow up calls were apart of the daily routine; one that...
View ArticleIt’s not those who start, but who finish: GAP – Day 321
Today’s GAP post is for progress. I listened to a Darren Hardy webinar this afternoon on finishing big in 2013, and getting a massive jump start on 2014. One of the key takeaways for me was the...
View ArticleLet’s get back to work: GAP – Day 359
Today’s GAP post is for gratitude. Today was officially the first business day of the new year. Being that is the day immediately following a holiday, it’s always difficult to gauge who is ready to do...
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