Sales, Commerce and the War of American Independence


Like many other revolutions, the American Revolution wasn’t exactly planned. Do you have enough courage, power, and energy to not only win the battle, but win the war?

Standing Out Above the Crowd: How to Toot Your Own Horn

The Productivity Pro

I wasn’t used to thinking of people and their experiences, educations, and abilities as “resources,” in the same sense that energy, materials, and supplies are resources. But looking at the equation from a hard-nosed business perspective, that’s exactly what people are.

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Are You Suffering from Marketing Malaise?

Increase Sales

Yet you cannot place your finger on the exact cause. Think how you can infuse some of that energy into your own marketing actions. Marketing can become quite routine, almost boring especially for small business owners.

Dumbing it Down: 5 Secrets to Getting Smart People to Buy

Smart Selling Tools

Rationality requires a more focused analysis, and effective analysis requires both time and energy. Time and energy, along with patience and attention span, are limited resources and can be depleted quicker than a smartphone’s battery.

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6 Mistakes Salespeople Make and 7 Sales Strategies to Stop Making Them


When she held steadfast to the policy I laughed and asked her if she knew how many companies sell the exact same product her company does? I was training a sales team whose product was solar energy and solar panels.

Guest Article: “Dumbing it Down: 5 Secrets to Getting Smart People to Buy,” by Nancy Nardin

Sales and Management Blog

Rationality requires a more focused analysis, and effective analysis requires both time and energy. Time and energy, along with patience and attention span, are limited resources and can be depleted quicker than a smartphone’s battery. Not because your buyers aren’t smart, or capable, or far-sighted enough, but because they are human and incredibly busy, with a limited capacity of time and energy. Do what’s necessary to reduce the amount of energy required.

4 Reasons Dumbing it Down is the Smartest Way to Sell

Smart Selling Tools

They don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.” Rational analysis requires time and energy.

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The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

Sharon Drew Morgan

Buying Facilitation® demands a systems thinking brain and eschews trying to sell anything until or unless the buyer knows exactly what they need and how they need to buy – the first 9 steps of their Buying Journey.

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How To Help Buyers Shift Their Status Quo

Sharon Drew Morgan

The status quo itself must know exactly how it will be effected by anything new, and if it’s worth it to spend the energy mitigating itself to adopt. I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. Nonsense.

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In the End, There Is No Better Strategy

The Sales Blog

Enough time and energy leveraged against any obstacle, and the obstacle eventually yields. There is no list of prospects that your company can buy that will tell you exactly who is dissatisfied enough to change right now. Read this article by James Clear.

The Infectious Nature of a Smile with Intent


If you have two reps doing exactly the same things, high activity, strong energy hunting in their patch; the big differentiators of output and results are emotional intent and positive attitude. They are truly hoping you’ll be smiling and bring their energy level up. Positive intent and a smile are infectious. Sales is an extremely repetitive job so the only way to save your day is true selflessness and curiosity.

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1% Improvement Every Day Grows Sales

Score More Sales

In sales, you cannot assume that other reps and teammates know exactly what to do and say at every moment to grow revenues. Within the messaging you create, how you say something is critically important – your tone, your energy, and genuine curiousness.

Energy 101

Five Tips to Work Productively from Home: Whether You Telecommute Occasionally or Always

The Productivity Pro

You won’t feel like working after a day of playing, and your energy will be low. To work productively from home, treat your work exactly like what it is—work. “On the fourth day of telecommuting, I realized that clothes are totally unnecessary.”—Scott

When Good is Good Enough: Five Situations When Perfection Is Counterproductive

The Productivity Pro

I once worked with a VP who asked one of her employees for an off-the-cuff cost estimate to cite in an upcoming speech—but failed to tell the employee it wasn’t that important for the number to be exactly correct. When it take more and more energy to achieve smaller gains.

How to Avoid the Need to Defend Your Price

The Sales Blog

Tell your dream client you are going to cost more and spend your time and energy showing them how much more they are going to get for their money. Remind the stakeholders exactly how you are going to help them produce the outcomes they need.

Are You Suffering from Soul Starvation?

Increase Sales

Our brains are control centers with a designed purpose to function using the least amount of energy. That stored energy is for those fight or flight moments still embedded into our DNA. Yesterday I had two telephone calls.

Lead Progression: The first element of the Sales Cycle Triad

Smart Selling Tools

I would like to offer an exercise you can accomplish in an afternoon’s time that will help to surface and illuminate areas in need of improvement, and ideas for exactly how to improve them, which will ultimately reveal the emerging components of success you can build on.

5 Goals Every Millennial Should Have

No More Cold Calling

Because you can so easily communicate with people from around the world, you can offer services to people who live in faraway places, creating value for exactly the people who need you.

Email Communication and Etiquette: How to Use Email Productively with Your Team

The Productivity Pro

Simply drag the email from the Inbox to the Sent Items, where it’s the exact same record and search, showing it was sent to you. Pithy, concise emails save time, focus, and energy. . “ One look at an email can rob you of 15 minutes of focus.”

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Will Yourself To Do the Work

The Sales Blog

In fact, right now there are people producing the exact result you want. They focus their time, their attention, and their energy on producing those results.

Embracing Accountability

Paul Cherry's Top Sales Techniques

Ever seen a new employee come aboard with lots of energy, only to run out of gas? Indeed, how can you hold them accountable unless they know exactly what they’re being held accountable for? What’s the point of trying to be a cut above when you’re held accountable to the exact same standards as the people who consistently do as little as they can get away with? More Free Stuff | Email Us | Get Started Now!

Poor Sales Traction: 15 Questions to Identify the Root Causes

Smart Selling Tools

As you can readily imagine, it is difficult in these situations to pinpoint exactly where to start. There are certainly additional,industry-specific questions that can provide clues to where you should focus your attention, energies, and resources.

Should You Promote Your Best Salespeople to Management?

DiscoverOrg Sales

They know exactly where they rank against the rest of the salespeople in your organization. They should be attuned to how the energy of their team ebbs and flows in correlation with those lifecycles.

Guest Post: 4 Reasons Dumbing it Down is the Smartest Way to Sell

Jonathan Farrington

They don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.”. 3) Analysis = Paralysis Rational analysis requires time and energy.

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A Sad Farewell

Smart Selling Tools

Ken always – ALWAYS – had time to talk with me, and during those brilliantly stimulating conversations, his boundless energy and sheer enthusiasm for life and for his business left me with the absolute conviction that whatever I set my heart and mind on I could achieve. Tweet A sad farewell.

The Hustler’s Playbook: Two Problems You Have Generating Results

The Sales Blog

Would some impartial party know exactly what you were trying to accomplish by looking at the actions you are taking, believing it to be an extraordinary effort? Even when they are not, with enough energy and effort applied consistently over time, the obstacle will yield. There are two main reasons you aren’t producing the results you want now. Not Enough Activity.

3 Critical Sales Leadership Lessons You Can Learn from Kitchen Nightmares

Smart Selling Tools

Something is wrong and it is your job to fix it : Sure, you employ experienced sales managers and capable sales reps who know exactly what they are doing (and they’ve been doing it for a long time).

Sales Checklist: 10 Ways to Keep Yourself in Check Each Quarter

Modern B2B Sales

To dial in on this energy, you need to do assess yourself to determine what you’re doing well and poorly. You’ve identified the key areas that you need to work on, and there’s reassurance in knowing exactly what you need to do.

Why Specificity Matters for Lead Generation

No More Cold Calling

Sales teams also know exactly what they want in their ideal clients, but they rarely get this specific. Let’s take a look at another way to give energy to a flat sentence: EXAMPLE: Our software can help users find files fast. Whether you’re crafting a strong headline or asking for referrals, it pays to be specific. Lead generation is personal … very personal. Imagine you’re looking for a long-term romantic relationship. You don’t just want anyone “single and good-looking.”

What Olympic Athletes can Teach Sales Teams about Performance

Smart Selling Tools

They know exactly what their numbers are, down to the fraction. What good is expending all that time and energy if you are not even in the race?And Tweet Olympic athletes train hard, and they are certainly among the ranks of the most dedicated in the world of competitive sports.

Have You Recognized Your Company’s “Moments of Truth?”

Jonathan Farrington

We are all involved in some form of business acquisition for our respective companies and hopefully, we all know that winning business often requires a significant investment in time, resources and energy and that the thrill of the chase is an exciting one.

5 Ways to Get Better at Handling Objections

Inside Sales Training Blog

I tell them all the same thing: “If you just do exactly as I’ll teach you to do, then in 60 days, you will know exactly how to handle objections, and you will no longer be scared when your prospect or client brings one up. Perhaps you could deliver it with a bit more energy?

Where You End Up.

Dan Waldschmidt

While you still have time and energy, dreams, ambition, and drive. Will you make the choice to become the person of your dreams or will you be in the exact same place when the sun rises tomorrow? Now is the time to take that risk. Now is the time to move — to step out of your comfort zone. Now is the time to do that thing you’ve always wanted to do. Now is the time to make your dream a reality.

Beliefs and Their Impact on Sales Success

Anthony Cole Training

Whenever I exercise – spend energy – I feel more energetic. I believe people pay exactly what they think the solution is worth.

Whatever You’re Thinking, Think Bigger

Inside Sales Training Blog

As you look around the company or industry you work in, I’ll bet it’s true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service? They put in the time, energy and money required to perfect their craft.

The Self Improvement Mindset, How’s Yours?

Increase Sales

In the process, he has more energy, a different attitude toward clients and colleagues. Download this PDF of Personal-Professional-Wheels and determine exactly where you are. Ah, Saturday a day of relaxation for some or a day of organized chaos for others. However for the forward thinking leaders, Saturday is another day of self improvement. One of my colleagues, Rick Gosser , has been on a self improvement quest since he lost over 130 pounds.

Inspire Sales Confidence: a job for sales leadership

Your Sales Management Guru

It also gives the salesperson the swagger to think clearly, communicate exactly and close effectively. Sales Leadership: Inspire Sales Confidence.

A Four Letter Word Every Seller Should Learn – Sales eXecution 318

The Pipeline

The also-rans, spend time and energy building up calluses to protect their egos from constructive input, and change. Exactly, only the proverbial 20%. By Tibor Shanto – .

Winning Large Clients

The Sales Blog

Your results will follow your effort and energy. You may have to bend your solution to fit your prospective clients’ exact needs. If you are going to win large clients, you have to start by targeting large clients.

Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

While no survey taker likes long surveys, B2B respondents are generally more willing than B2C respondents to answer a longer set of questions, due in large part to the longer timeframes, higher purchase prices and greater energy they’ve invested during the evaluation process.