This one is going to sting a little. Actually, a lot. Today I had a telephone conversation with Jeb Brooks of The Brooks Group. Our conversation turned to Sales 2.0 and whether or not those who believe that Sales 1.0 is going to be replaced by Sales 2.0 are indeed … [Read more...]
How To Build Your Confidence in Sales
June 3, 2010 By 2 Comments
Build the Success Attributes There is no better—or faster—way to build your self-confidence than to build your competency in the foundational success attributes and the foundational sales attributes. The more you gain in these competencies, the more your confidence … [Read more...]
The Confidence Game
June 2, 2010 By 1 Comment
The list of factors it takes to succeed in sales is long. It is even more difficult to build or improve your effectiveness in all of the attributes. Each attribute is an enabler of other attributes, and they are cumulative; they build on each other. The whole is much more than … [Read more...]
What My Second Sales Manager Taught Me About Self Discipline and Sales
May 11, 2010 By 5 Comments
Meet the New Boss Very early in my career in sales, I had a sales manager who, without meaning to, taught me a lot about sales. After I was hired, she marched into my office with one of her minions, and she dropped to small stacks of paper on my desk. The first stack was her … [Read more...]
Smile Power: An Open Letter to Tom Peters
May 7, 2010 By 8 Comments
An Open Letter to Tom Peters Dear Tom: Thanks again for taking the time to give me an interview last month (Part One and Part Two). It meant the world to me to have an opportunity to speak with someone who has done so much to shape my beliefs about business, sales, and the … [Read more...]
The TSB Success Attributes Interviewing Guide
May 5, 2010 By 4 Comments
This isn't your standard, run-of-the-mill interviewing guide. These are tough questions that help to enable you to determine whether the salesperson you are hiring is going to succeed. If you are a salesperson, this is your guide to discovering what areas you may want to … [Read more...]
No Single Encounter Beats Nurturing (And Why You Should Be More Like Richard Nixon)
April 2, 2010 By 2 Comments
If you have read this blog for anytime, you know that it stands for the practice and execution of the fundamentals that lead to success in sales, and it is opposed to gimmicks, tricks, shortcuts, and secrets of all kinds. There is no doubt that toughest prospects to engage are … [Read more...]
Sales Effectiveness is Execution of the Fundamentals
March 31, 2010 By 3 Comments
Some people try to find things in this game that don't exist but football is only two things - blocking and tackling. –Vince Lombardi We human beings are novelty-seeking creatures; our attention is easily drawn to things that are new and novel, and that includes ideas. That is … [Read more...]
5 Ways to Be Optimistic in Sales (Or Anything Else)
February 20, 2010 By 5 Comments
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...]
When It Is Okay To Fail
February 18, 2010 By 16 Comments
When It Is Okay To Fail It is okay to fail when you have given it your very best effort, when you have played the game to win. It is okay to fail when you have given it all you’ve got, leaving nothing in reserve. It is okay to fail when you have spent yourself in the … [Read more...]
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