This week’s links are about recovering well from a lost sale, casting off unhelpful things, how most networking efforts are useless and what to do if you have a bad manager.
Come back and visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career:
PROFESSIONAL GROWTH :::
What Happens When You Lose A Sale?
Pierce Marrs (@piercemarrs) offers a valuable blog post with the option to listen to Marrs read the text to you. I highly recommend it. The post offers direction on what to do, and understand, after losing a sale.
KEY QUOTE: “…I respectfully told him the truth. I could not meet the deadline and that he should buy from my competition. It was a difficult decision but the right one for him. I have no concern about having a chance when he does another project because I treated him the way I would want to be treated and he understood that. I did not lose my customer. I just lost that sale. There is a big difference.”
You won’t win them all, but you’ll win more sales if you recover from the losses the right way. #winthenexttime
[Reading/Listening Time: 3:30]
The 7 Things You Must Leave Behind to Get Ahead
Anthony Iannarino (@iannarino) is back again this week with a new resource. It’s a challenging one, even for me after all of my years in our industry.
If you approach this blog post with an open mind and willingness to be honest with yourself, the two minutes you spend reading this will give you an excellent ROI:
KEY QUOTE: “… to say you believe something without acting in accordance with that belief is the same as not believing it.”
I wish I was handed this list back when I started my first job in sales. I really do. #takethechallenge
[Reading/Listening Time: 2:00]
Harvard Business Review
99% of Networking Is a Waste of Time
Greg McKeown (@gregorymckeown for @HarvardBiz) boldly titles his latest article, but he has some great examples to back up his claim told to him by a man known as “Mr.Davos” because of his incredible ability to effectively network at the highest level at every event he attends.
KEY QUOTE: “Opportunities do not float like clouds in the sky. They are attached to people.”
Now you can be incredibly effective during your next conference, even if half of your colleagues have no idea why you’re doing all that you’re doing [or not doing]. #networklikeyouowntheplace
[Reading/Listening Time: 3:00]
Six New Ways to Handle: “I Need to Talk to My Boss/Partner/Corporate” Etc.
Mike Brooks (@top20percent) has a real knack for putting together detailed nuts and bolts posts about what to say and do in specific selling conversations. This post is no exception.
KEY QUOTE: “these techniques won’t always work at overcoming this stall (sometimes they will, though!), but they will let you know how much of a stall this put off is, whether or not it’s a smokescreen, and how much of a shot you have at overcoming it, side-stepping it, or setting yourself up for a successful next call (or if there should even be a next call with a prospect).”
>> Be sure to bookmark his extremely valuable archive of posts. #dontmissthisresource
[Reading/Listening Time: 4:00]
WHAT YOU NEED TO DO :::
Score More Sales Blog
When You Have a Bad Sales Manager
Lori Richardson (@scoremoresales) once again appears in my weekly list of links with this recent post. She gives excellent advice to determine your next steps and what they should be depending on your situation.
KEY QUOTE: “The number one reason someone quits a company is because of his or her direct supervisor.”
Bookmark Lori’s blog so you don’t need to wait for me to highlight her next valuable post. #badmanagergoodadvice
[Reading/Listening Time: 2:00]
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2015 Guide to Sales Optimization: Restoring Sanity to Sales