Resources for Leaders and Sales Professionals Ready to Put in the Work
The importance of practice
In business we love to use sport cliché’s (at least I do) and talk about winning as well as use the term coaching versus managing, but are we just talking or are we walking the walk? For example I was just with a client conducting a workshop and one of...
Dealing with Difficult Employees
Ask yourself this question: Knowing what you know today how many of your current employees would you not hire tomorrow? Honestly how many would you not hire for their current job? If several names or people came to your mind, then you are in good company. Most leaders in business...
The Best Players Practice
Sales professionals who have been in the game for years and years often feel as though they know the rules, the best practices, and the way forward well enough that they have no need to practice. What happens, in practice, is that these people become stale and less skilled than they...
Do Your Homework
In our modern information age, it's very easy to learn a lot about people, businesses, and so forth. Company websites, news portals, LinkedIn, and good old search engines can tell you a lot. When you make an appointment with a prospective client, you have the means to be prepared. Now, during...
Know Your Customer and Know Your Product
A lot of sales people feel that if they know all there is know about their products, they know all they need to know. This is a mistake. Yes, you need to know your product, and you need to know how it compares with the competition's products, but you also...
You’re a Sales Professional
In business, you are what you are paid to do. In sales, you are paid to sell. That's your job. That's what you do. That's what's expected of you. Embrace it for what it is. A lot of sales people, feeling that the label of sales isn't glamorous enough, disguise what...
Ziglar on Obstacles
"When obstacles arise, you change your direction to reach your goal. You do not change your decision to get there." - Zig Ziglar
Get Thee A Plan
Every sales professional needs a plan, a clearly articulated sense of where they are, where they want to go, and what they need to do, step-by-step, to get there. I say "clearly articulated" because a lot of people have a vague idea about these things, which they think constitutes a...
Influencing vs. Manipulating
Have you ever made a purchase that you came to regret after the initial excitement wore off? Most people have. You spend hard-earned money on a product only to discover that it really doesn't meet your wants or needs. Sometimes the only one to blame for this fleeting excitement is...
The Sales Leaders Playbook
Download Nathan's
Bestselling Book for Free
Discover the skills, mindset, and practices that will build a winning sales team, from creating an organizational belief system to taking the bullet for those you lead.
Based on the playbook that drove Nathan's own award-winning sales career, this free book is straightforward, practical, and proven to improve results for sales leaders willing to hold their teams and, more importantly, themselves accountable.
Start Building
To Win