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In every performer’s career there seems to come a time when then have a “slump.” It happens to golfers, baseball players–and yes, even the best of sales pros. How do you handle such a slump–a slow streak or sales drought? To answer this question, I took a look back to my time as a new ...

In our last article in this series we discussed the salesperson’s overcoming of social attitudes in order to find meaning in life. Now, let’s get more basic. In this post, let’s look at the 2 fundamental ways meaning in life–for salespeople or really anyone–can come about. It is crucially important to find meaning in your ...

The sales under-promise and over-deliver tactic is dishonest. And yet you constantly hear it as a sales tactic. People generally describe it as a means to manage client expectations, but it’s really a fear that the organization won’t be able to deliver precisely what the client wants, so the salesperson is forced to downplay the ...

We are all familiar with the phrase, “Do unto others as you would have others do unto you.” The added suggestion is to be authentic and differentiate yourself from the rest to stand out. Unfortunately, many business professionals overlook the advice. Accordingly, the results are not as they should be. Consider responses to your email ...

Many organizations fail because they simply don’t focus on executing the fundamentals of a sales process or management process. Its why our tag line was developed almost 20 years ago….Building Organizations Through the Execution of Strategic Sales Management. During our trip, I saw all sides of the “execution” issue. During the past 12+ days we ...

Those pesky competitors! They seem to show up in every deal and exactly at the wrong time too. Also, the numbers of competitors is multiplying at an alarming rate. You need a strategy to beat them and you need it quickly. Start by analyzing your competitor from your customer’s perspective. In other words, how does ...

4pm on a Thursday, and I was sitting in my car outside Starbucks. It had been “one of those days”–the kind I’m sure you’ve had as well: phone call after phone call followed by a meeting and then more phone calls. There was just one more call parked between me and that latte I really ...

Finding Meaning in Life as a Salesperson In our first article in this series we posed the question: Can salespeople find meaning in their lives? Now let’s look at how society views salespeople, how this must change, and how salespeople can overcome it. The Mental Model There is something called a mental model, through which ...