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3 Quick Tips to Keep You Motivated in Sales

September 21st, 2017
by Nick Boustead

Stock LocomotiveMotivation is like an old steam powered locomotive. Once it gets going, it’s easy to build upon and continue, but it takes a heck of a lot of effort to restart once it runs out.

In this space, I’d like to go over a few tricks I’ve found to keep my motivation high when the going gets tough – as it does quite often for sales professionals. These small moves can be the difference between crushing your sales quota or wallowing in a quagmire of missed opportunities.

1. Keep your successes close

Success can be measured in two ways: qualitatively and quantitatively. In sales, there’s the obvious quantitative method of tracking your success via quota. This is definitely a very strong motivator, and something every rep should be holding his or herself accountable for. For a great synopsis on how to use quantitative tracking measures effectively, see this post by Geckoboard about tracking success via KPI’s.

While quantitative success metrics are undeniably important, I’ve found an additional qualitative method that can add value as well: keeping a personal “brag book” of recorded calls where I kill it. Aside from the obvious resume-building advantages of such a file, I’ve found that listening to these personal successes when I’m struggling can be an incredibly powerful reminder to myself that I am fully capable of succeeding, even if it doesn’t feel like it in the moment.

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Inside Sales Opinions, Inside Sales Training

Try Something New: Two Books that Will Boost Your Sales IQ

February 14th, 2017
by Nick Boustead

When I started my sales career, I was a rabid amoeba; trying to absorb as much sales knowledge as I could. Early on, I educated myself with some excellent sales “classics” such as The Sales Development Playbook by Trish Bertuzzi and Smart Calling by Art Sobczak before moving on to some pieces that were not as traditional. I have found these less mainstream sales books give helpful insights not often discovered in their more straightforward counterparts. Those books certainly have a critical place in your sales education journey, but if you’re ready to step outside the flooded world of traditional sales literature, the books below offer just the edge someone who conducts outbound sales prospecting needs to outpace the competition.

Never Split the Difference by Chris Voss

Never Split CoverOverview

The premise of this book is that author Chris Voss was once a lead negotiator for the FBI. In this role, Voss dealt directly with a variety of hostage and kidnapping situations across the globe. If you think negotiating is tough in sales, wait until you try it with lives hanging in the balance. Voss takes particular aim at the common tactic of “splitting the difference” in a negotiation, as someone negotiating with four hostages at risk can’t just say “let’s meet in the middle and just give two back.” This book is a great read for anyone interested in upping their negotiation game, but for my purposes here, I’ve cherry-picked a couple of Voss’ ideas that would be most helpful on a cold call or introductory meeting.

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Inside Sales Opinions, Inside Sales Training

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