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“Top performers, of course, have God-given talent. But so do other people. The people who ascend to the highest level usually do so because they’re willing to do the basics better than everyone else—again and again and again.”
― Getting to Neutral
― Getting to Neutral
“two critical questions to get a very fast snapshot of how effective this particular salesperson is: 1. Can you name for me the new opportunities that are in your pipeline today that were not here when we met last month? In other words, can you tell me what fresh opportunities you have identified or created in the past month? 2. Can you name for me the existing opportunities that you moved forward in the sales process since we reviewed your pipeline together last month?”
― Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team
― Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team
“One of the commonalities that I observe among top salespeople and fanatical prospectors across all market segments—inside and outside—is manual tracking of activity.”
― Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
― Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Dick’s 2025 Year in Books
Take a look at Dick’s Year in Books, including some fun facts about their reading.
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