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The TACTIC: There are no bad prospects—only bad salespeople. How you view your prospects determines precisely how much money you will make.

The TACTIC: Succeeding today isn't enough. If you don’t know where you want to be, then you don’t care where you are headed.

Four Goal Setting Habits of Effective Leaders Image

The first month of the year is a classic time for sales professionals to focus with intensity on identifying and fulfilling their most important personal and organizational goals. We’ve noticed, though, that the goal setting behavior of an organization’s leaders during the month of January tends to have the biggest bottom-line impact on the year as a whole.

Five Ways to Invest in Employee Development Image

Most of us who lead teams and organizations readily acknowledge that we should be doing more to invest in the personal and professional development of the people who report to us. We have a lot of responsibilities, we get busy, and, all too often, we don’t take action on this essential priority.

The TACTIC:  Work the referral factory.  Telling someone “thank you” is not only civilized, it just might make you some more money.

The TACTIC:  New contact? It's a new prospect.  A new prospect/contact may buy more than the previous contact. Find the new pain.

The TACTIC: Adapt or go out of business.  Customers are yours for your lifetime if you can adapt to taking the long view.

The TACTIC: Listen to me, please!  Put yourself in the prospect’s place to really know how well your salesperson communicates.

The TACTIC: Can we agree to ask questions? The only way to find out what the prospect or the customer needs is by asking questions.