Resources for Leaders and Sales Professionals Ready to Put in the Work
Good Energy, Geniune Interest, and Confidence Lead to Likeability
Imagine a salesperson makes an appointment with you, but then shows up aloof, half-asleep, uninterested in you, heedless of what you have to say, and displaying an obvious inferiority complex. If you had any inkling to do business with him, it vanished with his dignity. He's simply unlikeable, and we...
What is Purpose-Driven Selling?
Lisa Earle McLeod explains: What I call a noble sales purpose spells the difference between a sales force that’s merely effective and one that is truly outstanding. To understand why purpose-driven sales people outperform their quota-driven counterparts, compare these two scenarios: Salesperson A works for a quota-driven company. When he...
Everyone Can Learn
"It's unbelievable how much you don't know about the game you've been playing all your life." - Mickey Mantle Think about that quote by Mickey Mantle. Here's an athlete who had tremendous talent recognizing the limits of what he knew about the very game of his profession. He was a...
Sales, Risks, and Practice
Selling obviously involves risk. You're not guaranteed a certain amount of closed sales, except maybe zero, assuming you do nothing. There are, however, healthy risks and unwise ones. If you have a skill or two that needs some work, the actual sale isn't the place to practice. If you goof,...
Selling Star Wars Episode VII
You may have heard the news that Disney has bought Lucasfilm and plans to release a new Star Wars movie in 2015. Fans of the original trilogy were largely disappointed with the prequels, so they're apprehensive about today's breaking news. If the filmmakers are smart, they'll consider the "sales" aspect...
Peyton Manning on Being True to Your Beliefs
"If nothing else in life, I want to be true to the things I believe in, and quite simply, to what I'm all about. I know I'd better, because it seems whenever I take a false step or two I feel the consequences." - Peyton Manning
Excuses, Excuses
Do you make excuses for sales you fail to close or repeated bad business? Don't. Take it from quarterback Aaron Rogers, who owns up to his mistakes, passes on any excuses, and says rather, "I've said from the start that whatever happens happens as long as I continue to get...
Starting Sales Young
My son, six, has lately taken to wandering the house, gathering cherished items, making an inventory in his mind, and offering to sell them to us at reasonable prices. At least he shows a sense for what his prospective customers like and dislike. If he's really smart, he'll start peddling...
A Testimonial
Ever since I began working closely with Nathan Jamail and learning his approach to sales, I've looked with new eyes upon every encounter I've had with a sales person. Today, for example, I met briefly with someone interested in selling a product to my company. I wasn't in a position...
The Sales Leaders Playbook
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