The Sales Blog
Caring comes first. If you don’t care how people feel, it is impossible to be empathetic. 1. Stop to Recognize Other People's Emotions Empathy is the ability to share another person’s feelings. It is the ability to share in their emotional experience. There are some people … [Read more...]
1. Be Action-Oriented Caring is the desire to achieve a positive outcome for someone else. In sales, that someone is your prospect or clients. This is not a touchy-feely, emotional kind of caring (although we often have deep relationships with our customers that result in … [Read more...]
Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and … [Read more...]
1. Believe That There Is a Way Resourcefulness is a belief system. It is a state of mind. It is the ability to look at a problem, regardless of how difficult, and believe that it can be solved. When people talk about problem-solving skills, they are talking about … [Read more...]
The focus of this year’s conference was Sales Operations as a Strategic Revenue Growth Asset. Today featured a number of presentations from practitioners, all of whom took a deeper dive into some of the themes from yesterday. Spread Too Thin One of the developing themes is … [Read more...]
Four Themes from The Conference Board's Senior Sales Executive Conference I had every intention of making four or five posts today live from the floor of The Conference Board’s Senior Sales Executive Conference. The conference is a wonderful room in the Hyatt Regency, but it … [Read more...]
1. Define What It Means to be Proactive The first way to take initiative is to define what it means to be proactive. This is not the dictionary definition of proactive, but the concrete actions you can take to reach a particular outcome. This could pertain to a goal, a task, or … [Read more...]
1. First Beat Your Most Difficult Opponent: You! There is an old Japanese saying, “Makatsu Agatsu.” It translates to “True Victory is Victory Over Oneself.” Most of the time our winning or losing is determined by our own actions, or lack thereof. In order to win in any … [Read more...]
I have written before about self-discipline and optimism, because I believe they are so critical to success in sales--and everything else. But I have always hated reading books and articles where the author insists that you possess some attribute and act accordingly without … [Read more...]
Self-discipline is the master key to sales success. All other disciplines, attributes, and skill sets are built upon the foundation of self-discipline. 1. Written Commitments and Outcomes Write down the commitments you make to yourself. There are no greater promises than the … [Read more...]
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