3 money-management blunders
December 8, 2011 by Jim Giuliano
These come from a top financial planner who admits he’s made all three mistakes at one time or another.
December 8, 2011 by Jim Giuliano
8 ways salespeople get into a dangerous rut
September 15, 2011 by Ken Dooley
It’s easy for salespeople to get stuck in one of a number of comfort zones when it comes to behavior, performance, techniques or attitudes. Here are eight of the most common ones that may put your salespeople in a rut and keep them there.
- Selling only the products or services they make the most money on, know the most about, or are the easiest to sell.
- Slowing down their sales activities at certain times of the month or year.
- Adjusting their performance once they have exceeded their quota or their manager’s expectations.
- Avoiding new applications of their products or services.
- Spending too much time with customers with whom they have a lot in common, despite their limited purchasing potential.
- Having non productive routines that keep them away from the real role of selling.
- Spending too much time in after-sales service issues that keep them from selling more to new prospects.
- Calling only on customers who like them or whom they like.
List the areas
List the areas in which they feel they’re being locked in a comfort zone, and then answer the following questions:
- How long have you had this behavior or attitude?
- How is it sabotaging your sales success?
- If continued, how will it impact your career in the short and long term?
- What can you do to change it?
Adapted from 97 Mistakes Smart Salespeople Make, by Tim Connor.
The top 10 traits of millionaires
April 5, 2011 by Bob Hill
How many of these traits do you possess? More…
The 5 motivational triggers salespeople respond to most
February 1, 2011 by Bob Hill
One of the keys to being an effective manager is understanding which triggers salespeople respond to the most. More…
5 traits of the wealthy and wise
November 2, 2010 by Bob Hill
What do most self-made millionaires have in common? These five characteristics, for starters: More…
Tap into the 5 primary motivators that boost results
September 28, 2010 by Bob Hill
Recent research suggests there are five “prime motivators” salespeople respond to most: More…
The No. 1 problem facing Sales — and what you can do about it
May 25, 2010 by Charlie Walker
Nearly 70% of B2B Sales pros say their biggest challenge today is … More…
The 10 commandments of Sales
April 26, 2010 by Ken Dooley
Ten words of wisdom for salespeople to live by, courtesy of management consultant Mark McCormick: More…
How debit card companies are robbing everybody blind
February 12, 2010 by Bob Hill
Debit purchases are on pace to eclipse cash purchases by 2012. Good news, right? Not if you’re a business owner … or a consumer. More…
Survey: Who’s offering raises in 2010?
January 14, 2010 by Bob Hill
Nearly 85% of companies froze annual “merit” raises in 2009. Now that things are starting to improve, are you in an industry that offers opportunity for growth in 2010? More…
Banks unveil latest in customer incentives: bribery
January 12, 2010 by Bob Hill
Big-name banks are gaining new customers by offering them the one thing they need more than anything else. More…
What do America’s self-made billionaires have in common?
October 23, 2009 by Bob Hill
Some people may tell you that extreme wealth is a matter of hard work, determination, education, opportunity, and a little bit of luck. While all that may be true, a recent study by Forbes reveals becoming a self-made billionaire may be anything but a random set of circumstances. More…
