Resources for Leaders and Sales Professionals Ready to Put in the Work
Self-Satisfaction and a Sense of Achievement
Athlete Steve Prefontaine explained why he ran: "You have to wonder at times what you're doing out there. Over the years, I've given myself a thousand reasons to keep running, but it always comes back to where it started. It comes down to self-satisfaction and a sense of achievement." These...
Avoid Gimmicks
Gimmicks used to sell what you know is a poor fit for your prospect only reinforces the idea that sales people (e.g., you) are untrustworthy and not to be liked or influential. Don't do it.
Leadership Lessons from Batman
Alex Knapp at Forbes has the details: Nolan’s Batman movies are more than just action-packed extravaganzas – they’re meditations. Meditations on what it means to be a superhero. Meditations on the nature of civil society and its institutions. As a consequence, there’s a lot that we can learn from these...
What the Olympics Teach Us about Practicing
The Olympic Games feature the best athletes from around the world. They travel to compete from many countries, but they all have one thing in common: they practice, and train, and practice, and train. Their lives are devoted to the development of their skills and attributes, their talents and strengths,...
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...
The Sales Leaders Playbook
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