Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors.

Research shows that one of the best ways to do this is by being an early bird:

  • Forrester Research discovered that the first vendor to reach a prospect and set the buying vision has a 74% close rate. 
  • InsideSales found that 50% of sales opportunities go to the first salesperson to contact a prospect.

Most salespeople spend their time chasing prospects who are actively involved in making a decision. If you join them, your chances of winning are slim. Instead, go where the decision isn’t – yet – but could be. Here's what the early bird does to find those undiscovered opportunities. 

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68% of salespeople* are open to changing jobs this year. Are you one of them? 

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Whenever I think about sales motivation, I always remember this chance meeting:

Years ago at a networking event, a stranger handed me his business card. When I glanced down at it, I was surprised to see that it didn't have the standard name, company and contact info.

Instead the card said:

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We were staying at a lovely golf resort in St. George, Utah, but that's not what we were playing. Instead, when checking out the pool area, my husband and I discovered an outdoor ping pong table.

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Last year over 20,000 people signed up for this free online summit on May 7th. Even if you're busy that day, you'll want to register for it. Why? Great content AND you can listen in later. 

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This is the final half of my interview with Heidi Grant Halvorson, bestselling author and social psychologist who studies motivation and goal achievement.

Today we talk about how goals evolve over time, the best mindset to reach them and much more. Enjoy!

Read Part 1Download PDF | Listen to Audio 

 

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Recently I had a chance to interview Heidi Grant Halvorson, a social psychologist specializing in the study of motivation and goal achievement. She's also the associate director of the Motivation Science Center at Columbia University.

Heidi is the author of some of my favorite books including Succeed: How We Can Reach Our Goals and No One Understands You and What to Do About It (just released).

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On Saturday, after the third round of the Masters, Phil Mickelson told a CBS interviewer that he'd be wearing black on Sunday. When asked why, he said:

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I'm frequently asked about which CRM system is best. The truth is, it depends what you're looking for. That's why I thought you'd be interested in this independent assessment from GetApp. Hopefully, it'll help.

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The first time I heard these questions, my stomach wretched inside me. They felt wrong. Dead wrong. And, I could never imagine myself asking them.

Yet, they were – and still are – being taught as an effective sales technique. Some of you may even have them ingrained in your sales DNA. But seriously. They’ve got to go!

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