MISTAKE #1: Lacking Self-Discipline
In life, we either pay the price of discipline or the price of regret. We pay these prices in all areas of our life: our careers, relationships, health, spiritual development, and financial affairs. It is unfortunate that many of us—yours truly included—fail to comprehend this simple law of life.
Let me explain. The [...]
The Sales System: Dimensions of a Winning Sales Force
At the beginning of the course we teach at Northwestern University’s Kellogg School and other venues, called “Accelerating Sales Force Performance,” we ask the sales leaders in attendance a simple question: “How do you know when you have a successful sales organization?” Their answers, both spontaneous and [...]
Areas of Expertise
Areas of expertise (AOEs) contain the specific technical and professional skills and knowledge required for success within a professional sales role. To be proficient in an AOE, a person must display a blend of the appropriate foundational competencies and a blend of unique technical or professional skills and knowledge found in the AOEs. [...]
When a hyperactive salesperson is on the scene, prospects feel controlled and sold. When a reactive salesperson is on their account, they feel neglected and nervous. But when they have the pleasure of dealing with an interactive salesperson, prospects feel trusted and trusting. I know; they’ve told me. Here’s a longer list of adjectives I’ve [...]
REthinking, REimagining and REstructuring Brands in the Era of Retail and Shopper Power
There are arguably three prime mindsets that determine your winning capability. Starting with the REthink mindset, we need insights and breakthrough research to help us fully understand the shelves we operate on, the competitive framework we compete with and finally the way our [...]
10 Keys to Success in Selling
1 Do What You Love to Do
2 Decide Exactly What You Want
3 Back Your Goal with Persistence and Determination
4 Commit to Lifelong Learning
5 Use Your Time Well
6 Follow the Leaders
7 Character is Everything
8 Unlock Your Inborn Creativity
9 Practice the Golden Rule: Do unto others as you would have them do [...]
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