Sales Training Tactics

The great thing about tomorrow? I can be better tomorrow than I am today.
-Tiger Woods

An amazing thing happened this week. A 59 year old golfer named Tom Watson finished 2nd at the British Open…a tournament he last won 26 years ago. His score was better than dozens of golfers who were ranked better and as [...]

“If a man insisted always on being serious, and never allowed himself a bit of fun and relaxation, he would go mad or become unstable without knowing it.”
-Herodotus
Greek Historian

Do you go to bed with work left unfinished, 16 emails left unanswered, and four customers that need you… or the world will end? Is this making [...]

Management is doing things right;
leadership is doing the right things.
Peter F. Drucker
So what’s the difference, you ask? The difference is the “things.” For instance, there are a ton of territory and sales managers doing things right. The problem is, they are not spending enough time doing the right things. In other words, too often average [...]

You get a call from a dream prospect who says they want to meet with you to discuss their budget and purchase plans for 2009. Yippee! If you could only land this account, 2009 will be looking like your best year ever. And you are determined to do everything in your power to [...]

Before selling others, you first have to sell yourself.
-Brian Sullivan
Do you know what makes you so good? If somebody asked you right now to tell them why you or your company is worth more than your competitor, could you tell them precisely and confidently? While most salespeople and businesses believe they are worth every penny [...]

The easiest and most valued gift you can give another is your attention.
-Brian Sullivan
Are you one of the millions of American’s recently afflicted with diseases such as PDAD (Personal Digital Assistant Disease), iPA (iPhone Addiction), CSTD (Can’t Stop Texting Disease), TBPNTKMLSS (Twittering Because People Need To Know My Life Story Syndrome). Forget Swine Flu, these [...]

Informal conversation is probably the oldest mechanism by which opinions on products and brands are developed, expressed, and spread.
-Johan Arndt

Twitter, Blogging, Linkedin…what the heck are you supposed to do with these things and do they have a place in business? Well, only if you want to INCREASE your business. Let’s take our newest president for [...]

“I want to discourage you from choosing anything or making any decision simply because it is safe. Things of value seldom are.”
Toni Morrison (1931 – )
American editor, writer & teacher
first African-American to win the
Nobel Prize for Literature
Make a decision this week that you would normally consider “risky.”

Whether it means going to that department of the [...]

“It is never too late to learn.”
Roger l’Estrange (1616-1704)
English journalist and pamphleteer
“I’ve been in this business for over 25 years. I have run out of things to learn,” was one of the saddest comments I have ever heard from one of my recent seminar attendees.
Stop learning?

Don’t we need to learn from our customers so we [...]

“A sense of humor… is needed armor. Joy in one’s heart and some laughter on one’s lips is a sign that the person down deep has a pretty good grasp of life.”
–Hugh Sidney
Funny works. It sells a ton of product, brings the walls of resistance down, get’s you the attention of a tough audience and [...]