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  • +14

    Personal Goal Setting: The Essentials

    Personal Goal Setting: The Essentials
    Success should be something you don't just "Kinda Sorta" want to achieve but something you must achieve. Generally top achievers expect to be successful and as a consequence they usually are. They are driven by a "have to" attitude not a "want to" attitude. If you have no concrete goals and you have been succeeding in spite of yourself, just think ...
    Rated: +14
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    Blow Away Your Old Sales Records

    Blow Away Your Old Sales Records
    Want a new route to the top? Here is a simple exercise you can do to see exactly how objectives and standards work together. Thousands of people have completed this exercise in my seminars and have generated remarkable results. One participant said, "I now realize I have more control over my sales than I thought I did." "I'm mad," said another ...
  • +4

    Are You Really Making The Most Of Your Top Accounts?

    Are You Really Making The Most Of Your Top Accounts?
    As the recession begins to bite hard, now is the time to make the very most of our most important customers. A vitally important sales activity is that of managing existing customer accounts to consolidate and grow the relationship. Yet unfortunately, when compared over time, the customers’ interest levels increase while salespeople’s interest levels tend to decrease. This creates a “relationship ...
    Rated: +4
  • +3

    How to Migrate From Vendor To Partner

    How to Migrate From Vendor To Partner
    There is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner. So, it’s been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To ...
    Rated: +3
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    A New Year: Turn the Possible into the Actual

    A New Year: Turn the Possible into the Actual
    It's not only the start of a new business year but a new decade as well. Whether you’re a top producer or on the bottom of your company’s sales board, whether you‘re an old pro or fresh out of school, you start today, this year, this decade with the opportunity to create a completely new future. Maybe 2009 wasn’t what you ...
  • -1

    Begin The Year By Consolidating What You Already Have

    Begin The Year By Consolidating What You Already Have
    So here we go: For most people it will be the first week, of the first month, of the first quarter, of a brand new trading year, and we really do need to get into gear early and go for it from day one. Hopefully you will have conducted your own personal audit? No? You might want to, because you really ...
    Rated: -1
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    Love Your Job? You're One of the Few

    Love Your Job? You're One of the Few
    Think working folks are happy to have a job - ANY job - in this miserable economy? Think again. The number of Americans who reported being happy with their careers dropped to an all-time low - 45 percent - in a new survey that found people are more miserable than ever in nearly every aspect of their work lives. Job satisfaction ...
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    Looking to Start a Business? Now is a Good Time

    Looking to Start a Business? Now is a Good Time
    As we move into the winter months, and the economy is slowing coming out of its "economic winter," one only need look around to see that one person's recession is another's great buying opportunity. That is especially true if you are in planning and buying mode for your start-up. Few times in recent memory have been as kind to buyers of ...
  • +8

    Selling Is a Business–Run It Like a Business

    Selling Is a Business–Run It Like a Business
    We salespeople have a way of convincing ourselves that we spend more time and energy doing the things we don’t enjoy than we really do. We fret about low sales and wonder how we could spend so much time prospecting and marketing with so little return. We become discouraged because we aren’t closing sales and wonder why our closing ratio has ...
    Rated: +8
  • +2

    To Succeed, 3 Simple Words

    If you take a short click trip over to Amazon and search the word ‘sales’ in books, you’ll find over 630,000 books on sales currently listed. Those hundreds of thousand books are made up of words-billions and billions of words - that make up thousands and thousands of concepts. And certain concepts and words are encountered over and over again: prospecting, ...
    Rated: +2
  • +2

    Set Your Sales Goals

    Set Your Sales Goals
    The realization of your goals depends on your ability to visualize these objectives in concrete terms and commit to these terms with full purpose. Use the following tips to help you set and achieve your goals. h4. Discover Your Target Define Your Values: Make a list of the things you want. Most people are unclear about their desires. Sure, you want ...
    Rated: +2
  • +13

    Moving Sales Out of the Dark Ages

    Moving Sales Out of the Dark Ages
    There was a time when marketing and advertising were viewed as seat of the pants processes, based on gut feeling, hope, and simply looking at the overall results to determine whether they were ‘working.’ Instead of trying to understand marketing as a quantifiable activity, the marketing department would simply generate a number of targeted activities such as direct mail pieces, radio, ...
    Rated: +13
  • +4

    Focus Your Effort: What’s Your Sales Niche?

    Focus Your Effort: What’s Your Sales Niche?
    Are you a salesperson, professional or business owner who is trying to market to anyone and everyone in your market that might even remotely have a use or need for your product or service? If you are, why? Why would you try to do something that most salespeople and professionals can’t possibly do well? Marketing on a general scale is expensive—just ...
    Rated: +4
  • +7

    Goals, Planning and Real Change

    Goals, Planning and Real Change
    How often have you been exhorted to set your goals down in writing? How often have you done it? How often have you immediately forgotten about them once you’ve completed the writing exercise? Most of us have experienced the frustration of setting goals only see them fade away into nothingness. We never reach them. More than likely, we never think seriously ...
    Rated: +7
  • +7

    Top 7 Reasons Why People Don't Set Goals

    Top 7 Reasons Why People Don't Set Goals
    Whether for business, career, health, finance, social or hobbies, everyone knows and understands the power of goal setting. For years, experts and gurus have carped on about the value of setting goals. For decades, authors and speakers have written books and created programs about goal setting. Everyone knows that they should set goals to help them to achieve their aims and ...
    Rated: +7
  • +4

    The Epidemic That Is Killing Sales Pipelines

    The Epidemic That Is Killing Sales Pipelines
    “I’m confused. I’ve had great meetings with the right people in the organization. They said that our product looks terrific…but that was 8 months ago. I’ve continued to call…followed-up by email…still no decision. I know that the competitor hasn’t gotten the business. If they love the product, why aren’t they buying?” Every sales person can relate to this story. Chances are ...
    Rated: +4
  • +14

    Tearing Down The "Wall of Defensiveness"

    Tearing Down The "Wall of Defensiveness"
    Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems? That's what's been happening to Michael, who calls companies to set appointments with decision makers. "I ...
    Rated: +14
  • +1

    When to Lower Your Price Point

    When to Lower Your Price Point
    The price debate is a yo-yo dilemma with serious consequences for your business. How do you know if you should be fighting for every penny or luring in customers with low-price deals? You'll pay the price if you swing the wrong way, so here's a guide to navigating the price point waters. h4. Pricing Scenarios Before making any rash pricing decisions, ...
    Rated: +1
  • +13

    Don’t Take it Personally!: How to Accept and Benefit From Criticism

    Don’t Take it Personally!:  How to Accept and Benefit From Criticism
    Nobody likes to be criticized. When the complaint is coming from a client or customer, however, criticisms can actually be your best friend. Whether they’re about you, your company or your product, constructive criticism can be a powerful opportunity for you to improve your sales technique, close more deals – and increase your revenues. The key is to not respond defensively ...
    Rated: +13
  • +2

    Do You Create or Control The Sale?

    Do You Create or Control The Sale?
    “It’s ironic,” I began. Denise and I were half way through our weekly coaching call when the topic of controlling the sales process came up. “Salespeople echo all the time how they create solutions for their clients. Yet what they really are attempting to do is control the sales process through the end, thinking this would move the sale forward. “Said ...
    Rated: +2