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The TACTIC: You start. While you probably can’t solve someone else’s problems, you can help her define them, which is the first step to solving them.

Three Reasons to Set and Follow a Behavioral Plan.jpeg

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need to make, how many conversations we need to have, how many referrals we need to ask for, and so on… every single working day.

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.