In today’s politically correct world the idea there’s no such thing as failure has become so popular that it’s a staple of motivational speakers; sports leagues make sure that every kid feels like a success by giving each a participation trophy; schools teach kids that they didn’t fail, they just weren’t as successful as some [...]
Things happen in life; we call them events. You can line up ten different people and ask for their take on a particular event, and you’re going to get ten different reactions, which proves that Shakespeare was right when he said, “There is nothing either good or bad, but thinking makes it so.” In other [...]
Here’s another classic story that can be found all over the Internet. I think it makes a wonderful point that I’d like you to keep in mind. A professor of philosophy stood before his class with some items in front of him. When the class began, wordlessly he picked up a large empty mayonnaise jar [...]
I’ll never forget the first time it happened to me. The presentation with the customer was going well. I had prepared extensively. In fact, I had not just spent more time than normal, I also had stayed up nearly all night to make sure I had every element covered perfectly in my presentation. For me, [...]
Recently we had a discussion in the STA Sales Mastermind Group about those individuals who try to shortcut the networking process by trying to piggyback on other people’s networks. They don’t know you except by reputation (which you’ve worked hard to establish!) and they’re not interested in taking the time to get to know you, [...]
All companies want to win more sales. More sales equals more revenue + greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your salespeople and discerning why they are not performing. Often, companies will invest in sales-rep training, CRM systems and buy new [...]
I’ve done some motivational speaking in my time. Actually, quite a lot of it; we all need to be inspired from time to time. It moves us to recharge, gets our juices flowing, pushes us off dead center to go full throttle again. But all the motivation in the world isn’t going to help if [...]
Once upon a time there was a painter who had just completed his course under the disciple of a great painter. The young artist decided to assess his skills, so he decided to give his best strokes on the canvass. He took three days and painted beautiful scenery. Suddenly an idea flashed in his mind [...]
Consider this sales scenario: You conduct a great meeting with a sales prospect, engage in smart conversation, and exchange ideas. Your prospect: 1. Thanks you for your insights. 2. Agrees that your solution would meet his needs. 3. Engages in a preliminary discussion about pricing. 4. Asks you to prepare a proposal. 5. Goes so [...]
I assume that no-one reading this blog is so lacking in sophistication that he/she could be duped by the Nigerian scam (the emails come from other countries, too, nowadays). That’s the one where, written in a grammatical form that can only be described as God-awful, the perpetrator tells you that he needs your cooperation re [...]
Anthony Iannarino
Bob Burg
Charles H. Green
Dave Kurlan – Understanding the Sales Force
Dr. Tony Alessandra
Jill Konrath
Lori Richardson
Mark Hunter – "The Sales Hunter"
Tom Hopkins
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