Resources for Leaders and Sales Professionals Ready to Put in the Work
Get Out There and Introduce Yourself
You can‘t have a seat at your desk with Outlook open and the phone by your side and expect calls and emails to hit you like a hail storm. Establishing relationships with prospects takes energy and time. You have to talk to strangers, ask questions, answer their questions, and tell...
Don’t Insult the Prospect
True story. A vendor, trying to get a friend of mine to upgrade to a more expensive package, says to her, "Maybe this time next year, you will have actually FOUND a job, and will be able to spend more money on us." Where to begin? The vendor clearly knew...
Make the Time
There is a simple rule of getting things done and that is to do what you like the least first. Following that logic, I make all of my prospecting calls first thing in the morning. If I try and do them after lunch or at the end of the day,...
Tele-Prospecting: It’s Frustrating, But You Have To Do It
Like all prospecting, tele-prospecting stinks like an infant's diaper. It is the worst part of any sales job. It's tedious and its rewards are not immediately apparent. It doesn't provide instant gratification and usually delivers frustration after frustration. A small percentage of calls yield results. And yet those results matter...
Do You Desire Success?
If you don't have a passion for the actions needed to achieve success, then you really don't desire success. At most, you're just sitting around or wandering around the office, optimistic that success and you will bump into each other accidentally. That doesn't happen, not even in the movies. You...
Write It Down
If you have an idea about what you'd like to do, then that's great: you have an idea. You don't yet have a plan, however. You don't have a plan until you write it down and work it out. When it's in front of you, and you can analyze it,...
Creating a Winning Culture: A Summary
As a leader, it is your job to put the desire and confidence back into each team member. This starts with putting the right people in the right positions, coaching them to excel at their strengths, and holding every member accountable to exceeding their expectations and contributing to the overall success of the team’s culture.
Focus!
You can focus on only one thing at a time. That's what it means to focus: to direct your attention to a singular point. With this in mind, do you think it better to focus on improving your strength or overcoming your weaknesses? I say improving your strengths. First, people...
A Tough Decision, The Right Decision
This story appears in my book, The Sales Leader's Playbook: I remember one young lady in a sales position who really did not like sales, which is probably why she had not obtained quota the previous six months. She did not enjoy prospecting and found that, regardless of the reports the...
The Sales Leaders Playbook
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