Close X

Posts Tagged "Goals"


By Kendra Lee Recently, someone said something to me that stopped me in my tracks. “A good salesperson doesn’t have to believe in their products,” this person said. “They just have to believe in themselves.” Come again? So, in other words, salespeople don’t need to be passionate about the products or services they represent in order to be successful? And all of this talk lately about developing an understanding of prospects’ needs and...

Read More

By Eileen McDargh Ever wanted to quit something even when  your goal is important to you?  How do you move forward?  Where is your motivation?  How will you keep your goals in sight this year? The runners passed me: old, young, pot-bellied, knock-kneed, pushing baby strollers, wearing turkey hats, and boasting feather bonnets. One very determined man ran in a full Pilgrim costume, complete with black top hat, white stockings, and...

Read More

Are you struggling with employee discipline in your office?  People challenges occur most often because there is a lack of structure and understanding of the company  goals. by Leanne Hoagland Smith How many times do you hear something like: “”Boy, if I could only get my people to work just as half as hard as I do?” Or maybe you had this thought: “Where have all the work ethics gone? People just do not want to...

Read More

How to Help Your Customers Buy


Posted By on Aug 23, 2012

By Jeanne Buchanan In our work with clients, we have observed that the most successful salespeople help their customers buy. How do they do it? These best practices advance their goals—and those of their customers. Define and communicate the possibilities to jointly create value Establish a target date for their customer to begin to realize the value Develop and execute a joint project plan with their customer Let’s take a closer look...

Read More

by Nancy Bleeke What does it take to be successful in sales, in sports, in any endeavor? No doubt, we need the skill to DO. But why do some people with all the skill not succeed? Why are the most knowledgeable also not always the top performers? It’s because of the will. Skill and will are the factors of success. What is the will? It is the driver of action that makes good use of your skills and knowledge. And it is made of four...

Read More