22Mar/070

Last Day To Enter The 2007 Sweet Sixteen Giveaway

We had an overwhelming positive response and want to thank everyone who entered our giveaway. Cutoff to enter is today 3/22/07 at 5pm EDT. Please enter your results at the previous post. We had over 110 people enter so far and here is the breakdown.

  • North Carolina 28%
  • Kansas 24%
  • Florida 19%
  • Ohio State 12%
  • Georgetown 5%
  • UCLA 4%
  • Texas A&M 2%
  • Memphis 2%
  • Oregon 1%
  • Southern Illinois 1%
  • UNLV 1%
  • Tennessee 1%
  • Pittsburgh 1%
  • Butler 0
  • Vanderbilt 0
  • USC 0

Tonight four games are on tap. Who will make it to the next round and get closer to winning our giveaway? We'll find out more after tonight.

Filed under: Sales Motivation No Comments
21Mar/070

[Audio] 9 Tips to Help Manage Your Time & Territory More Effectively

Bill talks about how you can use your time to be a better salesperson or professional.

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Click the green play button above to play the audio

This and other podcasts are available to download at itunes to help your selling career. If you have never used itunes and need help to download and install it click here for a tutorial.

You can click the "itunes" icon on the sidebar to take you directly to our podcast site.

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Filed under: Sales Training Audios, Time Management No Comments
20Mar/070

Tuesday’s Sales Truth {3.20.07}

Tuesday's Sales Truth Number 14

The Tuesday's Sales Truths are taken from Bill Brooks' Book Entitled: Universal Sales Truths
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19Mar/070

Sales Training Minute Solution: Motivation

Truths:

  • Motivation is an inside job.
  • All people are motivated - some to stay in bed!
  • It is easier to demotivate somebody than it is to create an environment where someone can be motivated.
  • All change is self-driven - universal driving force: "I've had it."


Solution:

  • Set your own sales goals/objectives - realistic, achievable, exciting, believable ones!
  • Realize the importance of execution - motivation is frustration without a plan.
  • Motivation is always fueled by "belief" - belief in yourself, your product/service, company, mission, results and benefits your customers enjoy, etc.
  • Learn to visualize the end result of your efforts and this will fuel your enthusiasm.
  • Remember that enthusiasm comes from the Greek "Entheos" - "God-like within."
  • Master the arts of visualization, affirmations, graphic representation.
  • Expand your belief system by experiencing success in small, doable steps.

Is it that simple? Yes, it is.

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15Mar/070

Planning for Success…It’s Not An Accident

A plan tells you what to do while a schedule merely tells you when to do it. And there is a big, big difference between the two. Here are some tips on planning:

Ask yourself these questions as you begin to plan:

  • What must happen?
  • What is the sequence in which each must be accomplished?
  • How long will each take?

An example:

I) I need to open five new accounts in my territory.

II) #1 Identify likely prospects.
     #2 Conduct research on prospects.
     #3 Determine method for contacting them.
     #4 Execute contact plan.
     #5 Make appropriate sales calls on qualified prospect.
     #6 Execute sales process/close sales.
     #7 Invoice, service and vertically integrate new accounts.

III) #1 3 Days
      #2 4 Days
      #3 1 Day
      #4 3 Weeks+
      #5 1 Week
      #6 6-12 Months
      #7 1 Month Following Sale

Now, you are prepared to fill in your schedule as to exactly when you will implement each phase of your plan. The problem? Lots of people simply schedule a whole series of events – day-by-day, minute-by-minute, and unfortunately, the activities never tie into any longer range strategy. Learn to “invert” your thinking and you’ll be much better off for it.

Submitted by: bill
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Filed under: Time Management No Comments
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