Sales Skills & Mindset
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Finding Your Heroic Sales Identity
The way we approach sales and selling can be influenced by our personality archetype. Our personalities determine what we value and how we naturally approach things, and this includes sales. There is no need to learn a new script, as our personality archetype gives us a natural ability to work with our strengths and adapt […]
Time Blocking to Increase Sales
Time blocking is a technique that helps you manage your time more effectively and increase your sales, involving breaking your day into smaller, manageable blocks of time and allocating specific time slots for each task on your sales to-do list. The idea behind time blocking is to create a dedicated, distraction-free environment that allows you […]
Disciplines of Selling
Success is just the result of daily disciplines realized. An example of that is how your bank deposits are a reflection of the value that you have created. In sales, value is created when you solve problems with the solution you sell, so we must find customers who fit the types of customers who have […]
23 Habits to Avoid
Sales is a numbers game. A key factor in sales success is avoiding a series of common pitfalls. Sales require a consistent effort, so don’t be discouraged if results are slow to come. Practice patience, focus on building relationships, and stay motivated to continue learning and growing in your sales career. Here are 23 habits […]
I Closed One of My Biggest Deals at a Gas Station with my Greyhound
Years ago, I had a prospect I just could not get in touch with. I’d tried everything but couldn’t get a meeting with him. One day, out of nowhere, I spotted him while walking my miniature greyhound, Sebastian. He was with his two little girls, and willing to do whatever it took to get the […]
9 Things I Wish I Knew When I Started in Sales
To say I was “green” when I started in sales is a huge understatement. Straight out of college, I answered a classified ad for a position selling phones door-to-door. My only condition for taking the job was whether or not the company paid for training. I was that broke. I couldn’t go through a week […]
Goal Setting for Sales Teams: SMART Goals and Time Blocking
Think about the steps you need to take and create an action plan for yourself. Break down your goals into small, achievable objectives and determine what resources you might need in order to achieve them. Don’t forget to keep track of your progress – celebrate every milestone! Answer yourself these questions: Discipline […]
The Emotional Rollercoaster of Sales
If you think outside sales—whether it’s door-to-door selling or making cold calls—is easy, think again. It is a rollercoaster of emotions that can often be overwhelming and unpredictable. Successful outside salespeople are those who understand the ups and downs of the job and find ways to navigate them with a positive mindset. You can think […]
7 Sales Blogs Every Rising Sales Rep Should Subscribe To
You can never stop learning. Many salespeople believe that they’ve learned everything they needed after undergoing some company training. Nothing could be further from the truth. Many people who excel are self-taught. They expand their horizons all by themselves and go above and beyond without being told to do so by anyone. These people are […]
How To Find the Right Blend of Attitude and Skill in Your Next Salesperson
“Does the salesperson know our products well enough?” That’s often the first question most businesses ask themselves when they’re interviewing a potential salesperson for their organization. However, it’s not quite a good idea. Putting too much emphasis on that question is also one of the biggest sources of high turnover and frustrated sales managers. […]