Articles filed under Bartlett, Bill
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Unconditional commitment yields sales successJan 19, 2021 3:26 PM - Every sales manager and salesperson I train understands there are key income-generating behaviors that must be performed monthly to assure consistent success.
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How to avoid the 'holiday slide'Dec 7, 2020 1:45 PM - This time of year, I normally write articles focusing on the "Holiday Slide" calling out the fact that most salespeople begin to wind down their prospecting activities and get in the holiday spirit.
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Stay resilient and avoid the COVID-19 slideNov 13, 2020 4:36 PM - A few ideas to help you develop resiliency in your sales process through this pandemic.
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Being a salesperson in 2020Oct 14, 2020 11:43 AM - The year 2020 will be remembered for the influence of the pandemic, but for me it has become a year of innovation, something the sales nation has needed for quite some time.
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Improve your sales awarenessAug 11, 2020 1:00 AM - Prospects have become wary of spending money and are intent in delaying purchases they cannot justify. Salespeople must understand that patient observation will provide the clues necessary to close the sale.
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Sales Moves: Today's business environment calls for tough salespeopleJul 13, 2020 1:00 AM - We all hear countless foreboding comments regarding today's business environment. "My salespeople are anxious and procrastinating," "they can't get prospects to act," and "the pandemic has shut down business" are thoughts many fellow business owners have recently expressed in my training sessions. When I ask how they are responding to these pronouncements I hear, "we're getting lean," "cutting overhead," "reducing expenses," and "laying-off non-essential staff" to build a war chest. Unfortunately, there are no commitments to act after all the fiscally responsible actions, so "What happens next?"
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Sales Moves: Is there really a new normal?Jun 15, 2020 9:29 AM - I am a language junkie and pay close attention to the way those around me craft their thoughts into sentences. One such thought is expressed in the phrase "new normal" and I have heard it so much that now I have begun to question everyone who uses it.
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Sales Moves: If you want to see your future, create itMay 12, 2020 1:00 AM - Abraham Lincoln is first credited with the saying, "If you want to see the future, create it", however, far too many lower performers are hamstrung by the negative beliefs of the past.
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Business lessons from 2008Apr 13, 2020 10:12 AM - My 25 years in business have provided me with numerous messages that appear to be cyclical in nature. They represent the ebb and flow of business growth, it's up to me to learn from them.
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Are you raising the next generation of sales superstars?Feb 11, 2020 1:00 AM - Highly effective salespeople understand that asking thought-provoking questions force prospects to look more deeply at the problems they are experiencing.
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