From the monthly archives:

November 2008

Why You Need to Fail, And How to Handle It When You Do

November 30, 2008

[This is the sixth in a series of posts about how to recover from the setbacks we all face in sales. For the first in the series, click here.]
What the opposite of failure? Most of us would say success.

That’s logical. But what does your own experience say?

Were you ever really good at something the first [...]

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Put Your Trash Talk in the Trash Where It Belongs

November 28, 2008

[This is the fifth in a series of posts about how to overcome the setbacks we all experience in sales. For the first of the series, click here.]
“Damn. My game is really coming apart now. How much worse could it get?
“A lot worse. I’ve sunk lower than this before. Remember the United deal?
“If I don’t [...]

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When You Feel Rotten, It’s a Good Time to Count Your Blessings

November 23, 2008

[This post is the fourth in a series about how to recover from the setbacks we all face in sales. For the first of the series, click here.]

No matter how bad things may seem at the moment, they could always be much worse.
That’s not pessimism. Pessimists expect the worst.
If you imagine something worse than you’ve [...]

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6 Ways to Put Setbacks Behind You

November 21, 2008

[This is the third in a series of posts about getting past the setbacks we all face in sales. For the first, click here.]
Salespeople often say selling is a numbers game. When you’ve had a setback, it may be more useful to think of it as a head game.
This life can be emotionally exhausting [...]

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Getting Past a Painful Failure

November 19, 2008

[This is the second in a series of posts about overcoming setbacks we all face in sales. For the first, click here.]
So why didn’t it hurt more to be fired at a bad time like this?
I was ready for it, more or less.  The timing wasn’t great, but I had a few good alternatives to [...]

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Fired. Now What?

November 18, 2008

I took the bullet so calmly, my boss almost looked disappointed.
You might say I’m getting good at this.
Executions of sales people are getting common as the economy spirals downward. And with the financial markets in deep chaos for the past few weeks, we haven’t seen the worst of it.
The average tenure for a sales manager [...]

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