Tag: Motivation

A career in sales is tough and you can’t afford to take yourself too seriously. Here is what salespeople can expect in their sales career.

We perceive time as scarce because we overestimate what we can do in a day, deluding ourselves to what is possible. However, we underestimate–by an even wider margin–what we can accomplish in a week, a month, a quarter, or especially a year.

"No matter how much training you give to a donkey… it’ll never win the Melbourne Cup". How should your next sales leader be naturally hardwired in order to improve the odds of them being the ‘race horse’ you want and need?

Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.

You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.

The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.

The basics, whilst important, are certainly no longer enough for the salesperson of the future to hang their hat on. The Connection Economy or the Imagination Era are fundamental.

Systems and processes, analytics, technology and automation are all key components of sales success, but behind all of those tools someone needs to drive them.

A strong mindset is the foundation of everything you do. Once you genuinely come from the right mindset, telephone sales techniques become easier.

In severe and challenging times, your fear can cause you to feel that you are going to lose the things that are most important to you. The internet meme that the word fear means “false evidence appearing real,” is a nice thought, but in our present situation, there is a real and present danger, one we are working to overcome.