From the category archives:
If I Had a Million Dollars–this is not only a great song by Barenaked Ladies, but also a predominant thought of many highly commissioned salespeople. In the “money” portion of our sales training programs, we often ask the question: “who wants to double their income?” or “who wants to make a million dollars this year?” [...]
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I can’t stand when people don’t take accountability for their outcomes. Sales managers, I don’t know how some of you do it – listening to excuse after excuse after excuse after excuse…you get the picture. I know many CEOs want nothing more than to create a more ACCOUNTABLE work team. But no one has seemed [...]
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I’m sure many of you have struggled at some point in your sales career to find the contact information of a key prospect. Think about this situation. Your manager asks you to contact the CIO of a major insurance company. You know the guy’s name and company, but that’s it. Your likely strategy: cold call [...]
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by Bryan Neale If you’re reading this, you’re likely a salesperson or thinking of becoming one. What you may not realize is that you probably scream “SALESPERSON” when you simply enter a prospect’s office without even knowing it. I find many salespeople, including the most seasoned professionals, do things to perpetuate the stereotypical salesperson. So [...]
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By Bryan Neale On the eve of March 1st, it suddenly dawned on me that the world’s greatest sales force is once again in full force in their mission to dominate their market. Oreo’s sales people-take not. Archway sales support-time to step up. Keebler-all elves on deck………THE GIRLSCOUTS ARE HERE. I believe the world’s greatest, [...]
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We love to hear from our readers. If you’d like to contact our authors privately to suggest story ideas or critique their writing, here is their information: Bill Caskey: mailto:bcaskey@caskeytraining.com Bill is a sales development leader and experimenter. His ideas about selling are convictions about life, money and meaning. He has coached sales professionals and [...]
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