Yesterday, we pointed out that you need Jack Reacher on your team. Let’s continue to explore the reasons why. The second strength your sales professionals need to develop is agility. They must be more agile than in the past. Creating stronger relationships with others means letting go of your own…
So we’re back to work in the New Year. How do you jumpstart your sales in the coming year? I’m going to share a profile of a sales professional that can light up your sales team this year. I warn you this may not be the most traditional sales hire,…
When you first start out with your team selling efforts there is a lot of excitement around the idea. Without nurturing and consistently selling the idea, it can become old very quickly. A team selling approach requires a number of changes from everyone on the team. For example, without feedback,…
I’d like to wish you and your family a Merry Christmas. We’ve enjoyed sharing with you over the past year. We look forward to sharing more with you in the coming year. For those of you who have been reading us over the last several years, we appreciate your following and…
With all the changes going on in your markets, how do you increase your sales professionals’ effectiveness and results? Over the past several years we’ve seen sales cycles getting longer, fewer qualified meetings with clients, and lower sales volume. The year 2013 is going to be a challenging selling year…
How do you create a winning sales strategy? I received several notes last week on my blog asking how Zig Ziglar would train sales professionals today. One reader asked me what big trends were impacting sales professionals and what skills will be required to succeed in selling in the…
So how would Zig Ziglar use current technology to leverage his ability to connect with others? I did a quick search and found that Zig has been mentioned over 41,000,000 times on Google. He’s mentioned over 1,270,000 times on YouTube and has 87,207 fans on Facebook. Not bad for…
Zig Ziglar was an American Success story. He passed away last week. When someone passes away, you realize you never had that chance to tell him how much he meant to you and your life. Zig taught me how to sell in the 1980’s. I can’t think of a person…
It’s time to dust off the crystal ball, consult with consultants, and come up with some predictions for 2013. If the Mayans are right, none of this matters. If I’m right, 2013 can be a breakthrough year for you and your business. I’m going to pick the trends that…
For many people the holiday season is a stressful time, so many things to do and so little time to do them. I thought it might be a good time to review several strategies to help you get through the coming holidays. Step 1 – Put together a list of…