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Posted under Sales
from http://thesalesblog.com 83 days ago

The new currency of success is focus and attention. If you want greater results, focus. If want to succeed with greater certainty—and faster—focus. What Has Your Attention? The starting point of improving any area of your life is to bring attention to that area. If you want to know how ...

Posted under Sales
from http://thesalesblog.com 84 days ago

Chris Brogan is one of the reasons I started writing daily. He is super smart, has had a tremendous influence on me, and I am happy to call him my friend. A few years ago Chris started to theme his year by choosing three words. Along with a whole bunch ...

Posted under Sales
from http://thesalesblog.com 85 days ago

This is my fourth year writing my personal balance sheet as year end accounting. Here is how 2016 went. Assets In 2016, I treated time like the finite, non-renewable resource that it is. I wasted very little of it. I dedicated more time to my very highest priorities. There are ...

Posted under Sales
from http://thesalesblog.com 86 days ago

The decision to set my alarm clock for 5:00 a.m. in the morning was the decision that allowed me to put my bigger, longer term goals and plans into action. For years, I set my alarm clock for 6:30 a.m. Sometimes I even hit the snooze button. Occasionally, I’d hit ...

Posted under Sales
from http://thesalesblog.com 87 days ago

You don’t get paid to discover and keep track of the reasons you can’t do something. Deciding you can’t generate the outcomes you need by naming all of the things that make achieving those outcomes difficult doesn’t help anyone, least of all you. In the end, you are alone with ...

Posted under Sales
from http://thesalesblog.com 88 days ago

When you say “yes” to small things, “you are saying “no” to your biggest priorities. When you say “yes” to distractions, you are saying “no” to focus. The time you spend on distractions is time that is better invested in your greatest priorities. Maybe you say “yes” to distractions because ...

Posted under Sales
from http://thesalesblog.com 89 days ago

A lot of pundits and prognosticators are going to start publishing their predictions for 2017. Predicting what might happen in any given domain is difficult at best, and it’s next to impossible in a complex, dynamic domain like “sales.” Here’s what won’t change. The salespeople who believe that their success ...

Posted under Sales
from http://thesalesblog.com 90 days ago

There may come a day when social selling replaces traditional methods of prospecting. That day, however, is not today. As things stand, it’s not tomorrow either. Much of what passes for “social selling” is research and the equivalent of an email. What the Charlatans and Snake Oil Salesman have laid ...

Posted under Sales
from http://thesalesblog.com 91 days ago

A few days ago, on the way home from dinner with my wife and my youngest daughter, I noticed a dark figure standing on a street corner in the cold, rainy weather. He was holding a cardboard sign, but I couldn’t make it out because it was too dark, and ...

Posted under Sales
from http://thesalesblog.com 92 days ago

Most people don’t do the thing they want to do because they are not capable. It isn’t a matter of “can’t. “ It is a matter of “won’t.” It’s a matter of “willingness.” Unwilling to do the work. You cannot have what you want without putting in the work. This ...

Posted under Sales
from http://thesalesblog.com 93 days ago

A young entrepreneur asked me what I though about the idea that you should fire the bottom 10 percent of employees each year. You should not fire the bottom 10 percent of employees in your ranking each year. If an employee is in the bottom 10 percent in employee rankings ...

Posted under Sales
from http://thesalesblog.com 94 days ago

You may believe that one of the primary challenges you have when selling is your higher price. Because you invariably get questions around your higher price, and because you are continually compared with your lower-priced competitors, it’s easy to conclude that your higher price makes selling more difficult. This is ...

Posted under Sales
from http://thesalesblog.com 95 days ago

I love the idea that you shouldn’t want to be better than anyone else, just better than you were yesterday. The problem with that thinking is that you need to be better than your best competitor today. Selling is, in large part, about creating a preference for you, your company, ...

Posted under Sales
from http://thesalesblog.com 96 days ago

The time you wake up in the morning is an indication of how strong your hustle is. The later your sleep, the weaker your hustle. The more times you hit the snooze button, the more certain it is you have nowhere to go and no one to be. I know, ...

Posted under Sales
from http://thesalesblog.com 97 days ago

Are you full of performative contradictions? Are you doing what you say one cannot—or should not—do? You say that your salespeople should block off time for their most important tasks, like nurturing their dream clients, prospecting, and following up. You want the members of your team to do the things ...

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