Resources for Leaders and Sales Professionals Ready to Put in the Work
Larry Bird on the Best Players
Basketball superstar Larry Bird reminds us of the often forgotten obvious: "the best players will play. That's the way it will always be." This is also true of sales professionals. No matter how long you've sold, how many successes you've earned, or how much money you've made, you won't stay...
Building Trust
In an interview with Kristi Hedges, Andrea Howe suggests one way to get beyond the fear of saying the wrong thing and, instead, build trust: Getting curious is a great antidote for high self-orientation, as it requires you to get away from yourself and into the other person’s world. If...
Nolan Ryan on Successful Change
The baseball legend, Nolan Ryan, said, "Enjoying success requires the ability to adapt. Only by being open to change will you have a true opportunity to get the most from your talent." We often think of the "ability to adapt" and "being open to change" as preconditions for going from...
Mother’s Day Sales Advice
On this Mother's Day, remember to treat your prospects as you would your mother. You don't try to "sell" your mother, and you don't just try to find her the best deal; instead, when you're out shopping with your mother or for your mother, you do your best to find...
Being Sold vs. Being Helped
Mike Myatt highlights the important difference: Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don’t try and sell me – it won’t work. An attempt to sell me insults my intelligence and wastes my time. Think about it; do you...
Are You a Manager or a Coach? Sign Number Three
Coaches of professional athletes demand their players practice far more than they play. This is true whether we're talking about baseball, basketball, football, and especially if we're talking about the Olympics. The latter features some of the most talented and skilled athletes imaginable, and yet each of these promising stars...
Are You a Manager or a Coach? Sign Number Two
The word "manage" is related to the term "control." It's a type of control, specifically operational control. Managers are focused on their control of the organization. Coaches have control as well, of course, as management is part of their job. However, the origin of the verb "coach" tells us something...
Are You a Manager or a Coach? Sign Number One
When you give your team members instruction, tasks, and evaluations, what is your underlying intent? Are you making sure they are worth the money you're paying them? If so, then you're a manager. If, on the other hand, you are intent on 1) helping them develop their abilities and skills...
Preparing for the Appointment
Before going on a sales call, you must be prepared, but "being prepared" means more than having an agenda, the relevant information about your prospect, and whatever items you may need. Be prepared like a football star is prepared for the big game: scrimmage the call with a coach or...
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