“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence — and a customer will recognize both.” This is a quote from the immortal Vince Lombardi, considered by many to be the greatest coach in football history. It’s also a quote that should ...
You know what they say: there is no “I” in team. But does every sales team member behave that way? Unfortunately, no. Lack of motivation, complacency, and negative competition are common problems in sales teams, and they are a nightmare for managers. If you are faced with the same problem, your team may be struggling ...
Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting ...
On what he loves about SalesPOP! and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly ...
You may wonder which door the title refers to, and the answer is any door. If you want to get past a guard with guns, the receptionist, and into the C-suite offices, this one unique strategy never let me down. The Holidays (any type for that matter) are the best time to give this suggestion ...
In America’s Cup racing, just because someone is a great sailor does not necessarily mean that they will make a great skipper. The skills needed to lead a team of people are not the same as those who can get their foot in the door of multiple clients, listen for opportunities, and overcome objections to ...
For most organizations, the sales pipeline is a very important management tool that they use in many different ways. However, it’s Vantage Point’s observation that the various uses of the sales pipeline often are co-mingled in everyday management practice, and we think that there’s value is pulling those uses apart. The clearer you are about ...
I had been working in corporate for many years before starting my sales consulting practice back in 2009. For many years, I would go down to Florida to visit my elderly parents and spend some time with them during the holiday season. Many of our customers had been trained (by us!) that the best time ...
