How frustrating is it to work on a prospect, really put your heart and soul into the client, and then not get the business? How maddening is it to be told, "I really like you, but..."
"It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose
Sales contests and recognition awards are the stuff of business legend. Everyone has heard about companies offering large incentives for producers to sell more--awards for producers that sell the most in a
In the race to reach goals, every sales organization enters one or more of three types of horses: racehorses, plowhorses and "glue horses." Each horse presents its unique set of challenges and opportunities. The challenge for any sales professional
When asked how he was able to score so many goals, hockey legend Wayne Gretzky replied, "A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be." The same is true for great producers. The puck has