BizSugar.com › User › keenan › Voted

An open and public discussion with David Brock on competitiveness in salespeople. This is the third of my postings on competitiveness and a response to David’s second post on the same topic. We disagree and we do so without being disagreeable. Read More

These are social media tips under 140 characters that I have posted on Twitter over the past week or so. For those of you who may have missed some, I have put them into an archived list here on my blog. Add your own tips and comments in the comments section if you would like. Here’s my 12 social media tips under 140 characters:

1. Stay curious and you will stay current.
2. Momentum is Read More

Feedback is vital for learning and improving, as much in business as in life.

As one very successful business author once said, “The major difference between the most successful and least successful executives is their level of self-awareness. Successful executives are critical of their own performance. Unsuccessful executives are critical of the performance of others.”

Many managers are Read More

Sales people need to change their approach from "all or none" to "I can can add to that". By working on being enhancing rather than changing, you can settle buyers concern by putting the focus back on the issue rather than the transaction. Read More

Enthusiasm transfers emotion from the salesperson to the prospect, right? Enthusiasm is contagious, yes? Enthusiasm breeds more enthusiasm, correct? Enthusiasm sells, doesn't it? Or does it... Read More

Initiative is the ability to take action proactively. It means taking action before the action is required or necessary. Being a professional in sales requires many attributes, and Initiative is high on that list. It is a defining attribute of professionalism, and it creates opportunities that otherwise wouldn’t exist. Read More

Leads have much more value than most sales reps will acknowledge. They would rather move on to new leads than to the things needed to maximize the opportunity presented by good leads over time. Read More

Yesterday’s post on competitiveness in salespeople brought three comments, all of which require more than a response in the comments section under the original post. Ponder these thoughtful comments. Then act accordingly and fight like Hell. Read More

I have often been an advocate of increasing incentive pay and lowing base pay for salespeople in the B2C space. But increasing the portion of income that can be derived from commission won't work for all types of sellers. Read More

Competitiveness has come to been seen as a negative characteristic. It isn’t. Sales is a zero sum game. The best salespeople have a competitive nature that allows them to believe that they can win and motivates them to take actions in line with those beliefs. Read More