This year, I set a goal to read at least two books a month. One for fun and one for business. Most months I get two read, and occasionally more depending on how much time I have on airplanes. I find I get more books finished these days if I listen rather than...
Looking forward to 2023, I have every reason to be optimistic and will stay focused on the positive things. I read at least one book a month and this past year so many important books on selling were published. Add these to your reading list to get a running start...
I bet you thought I was going to present a list of podcasts about sales. I listen to these podcasts purposely so that I don’t think about sales, but there always seems to be something that makes me think about sales differently. Most of us who lead companies...
It’s great to give to your family, friends, and clients. But the most important gift is the gift of taking care of yourself. By giving yourself this gift, you could increase your sales more than ever before. Here are the books I mention in the video: Stillness Is...
As leaders, most of us work long hours. It’s not unusual for me to hear a CEO or sales leader tell me they put in 12-hour days. There is always so much to be done and not enough time. Even when we love our work and the people we work with; we can feel overwhelmed...
No matter what industry you are in, the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. Although training can...
It’s very easy for salespeople to waste time on activities that are either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are wasting time – until the forecast is in and it’s too late. They...
Is your sales team productive? If you’re a CEO or sales leader feeling like your sales team isn’t as productive as they should be, it’s time to look at priorities instead of activities. If you want your team to close more deals, they need to focus on what’s...
Around this time of year, many sales teams experience a summertime slump. Customers and colleagues go on vacation for a week or two. Kids are at home and parents are focused on them. We are still experiencing a slump due to the recession from the lockdown that...
How do you sell with kids at home, while social distancing, without losing your mind? My clients and others in the sales world know me as a sales coach, trainer, and speaker. (They probably also know my dad is Stephen Heiman co-founder of Miller Heiman). But what...