Posts Categorized: News

Putting “Positive” Thoughts Into Sales

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Sales professionals know their job entails more than just a good mood and an optimistic outlook. Sales success also demands hard work. The hard work begins with understanding the target and the criteria for success. Successful salespeople have a clear goal in mind. They visualize success from the start. When sales professionals flounder, the problem… Read more »

Hit Your Sales Shot Every Time

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If you watch professional golfers on the course, you may notice each golfer has a predictable routine they follow before they take a shot. This routine allows them to consider relevant factors before them, focus on success, and follow through. Sales professionals can use the same system to succeed against each obstacle in their path…. Read more »

What Is a Sales Coach and How Can They Help Your Team?

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All professional athletes benefit from the help of a good coach. Coaching isn’t only about the physical or mechanical aspects of performing a sport well; it’s also about helping the athlete develop the mental and emotional toolbox they need to make those mechanical aspects work correctly under pressure. Composure, confidence, focus, stress and planning are… Read more »

Want to Crush Sales Goals? Then Sales Teams Must Do THIS

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When professional golfers play major tournaments on international television with millions of spectators watching and their livelihoods on the line, the pressure is enormous. Yet these athletes make most of their shots look easy. How do they do it? In a word: Practice. Pro golfers stay calm under pressure because they’ve played hundreds of practice… Read more »

Want to Hit Your Sales Goals? Think Realistically

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Avid golfers understand in order to reach their goals, they must first be able to envision themselves achieving those goals. For instance, a golfer who wants to complete a particularly tricky hole under par must spend time thinking about how to place each shot to the best advantage for reaching that goal. Salespeople are no… Read more »

How to Effectively Measure and Monitor Sales

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Beginning golfers take a rudimentary approach to their game’s statistics: They try to get as close to par as they can, and they don’t worry about the rest. As their abilities improve, however, golfers realize they have to pay attention to more than simply the number of strokes. They also need to look at numbers… Read more »

Are You Effectively Managing Your Sales Productivity?

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Like successful golfers navigating a tough fairway, successful salespeople are adept at navigating the nuanced world of sales, from relationship management to business envelopment, proactive sales responses and administrative tasks. At times, their ability to keep everything moving fluidly seems almost superhuman in nature – but it isn’t. How do they do it? Top salespeople… Read more »

3 Vital Tools to Possess in Your Sales Bag

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Without the right clubs, a game of golf is impossible to play well. To hit the shot you want, you need the right equipment in your golf bag. The same is true for sales. With the right equipment in your “bag,” you can effectively address any obstacles a sales prospect places in your path. Three… Read more »

Business Development in Today’s digital economy

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Business development has changed dramatically over the past 15 years, and that rate of change is accelerating. In 1981, fresh out of college and eager to make my mark in the business world, I joined a small firm competing with ATT following the ATT/Bell divestiture.  The extent of Business Development at the time consisted of… Read more »

How to Tear Down and Evaluate Your Sales “Swing”

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Repetition and discipline are the core of a great golf game. The repetition of solid fundamentals in a golf swing and the discipline to stay focused and own that swing leads to consistent success, and allows a golfer to focus on other adjustments to advance their game. Golf swings are all about mechanics and the… Read more »