Resources for Leaders and Sales Professionals Ready to Put in the Work
Be Part of the Decision
The job of the sales professional is to help each prospective customer make the decision about what is best for him or her. You're not to leave the choice to them, and you're not to take the decision out of their hands with some manipulative trick. You're there to help...
Sales Joke: The Unbreakable Comb
A salesman was demonstrating unbreakable combs in a department store. He was impressing the people who stopped by to look by putting the comb through all sorts of torture and stress. Finally to impress even the skeptics in the crowd, he bent the comb completely in half, and it snapped...
Your Interactions with Customers Form Relationships
Therefore, it's a good idea to remember the sound advice of Stephen R. Covey when speaking with your prospects: "The little kindnesses and courtesies are so important. Small discourtesies, little unkindnessess, little forms of disrespect make large withdrawals. In relationships, the little things are the big things." As I like...
Peyton Manning on Following the Coach
An important lesson for any sales professional is to be coachable. If you refuse to follow the coach's leadership, then you can't function as the member of a team, the team can't function, and no one can win long term. Take it from Peyton Manning: "The head coach tells us...
Unhelpful Truths
Few things irritate me more than hearing managers spout truisms like "sales is a numbers game" or "this is a people business." Well, duh. Football is a game of yard lines and turf. Saying so doesn't tell you anything helpful. Pithy words of wisdom can be beneficial, but too much...
So What If You Were Born to Win?
Zig Zigler said the following: "You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win." How true. It's not enough to have the attributes that point you in the direction of success. It's not even enough to have...
Margaret Thatcher on Working Your Plan
Too many sales leaders put together a plan for their team only to leave it collecting dust on some shelf or cabinet. Margaret Thatcher knew better than this. She said: "Plan your work for today and every day, then work your plan." I like to say that if your plan...
Structuring Questions
You've probably noticed when visiting the doctor that they will ask questions that are somewhat arranged in categories. Each question helps narrow the search for the solution or diagnosis. The doctor begins by asking broadly about how the patient feels, next asks about specific areas of the body that are...
Steve Prefontaine Quote on Self-Confidence
How this for confidence and ambition? Steve Prefontaine: "Somebody may beat me, but they are going to have to bleed to do it." Do you have this kind of attitude about your profession? Do you push yourself as far as you can go? If not, why not?
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