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Kill The 80-20 Rule

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Kill The 80-20 Rule Insights in Business

For years, I’ve managed salespeople. Over two decades later, now as an author and Executive Sales Coach, the one constant I hear when speaking with managers is that the 80-20 rule is still alive and well. For those who may not be aware of what the 80-20 Rule implies, it is this: 20% of your …

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Don’t Believe Everything You Tell Yourself

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Don’t Believe Everything You Tell Yourself All About Selling

I remember years ago the experience that reinforced this lesson: How you think is what you get and don’t believe everything you hear and see. One of the businesses I used to own employed about 30 salespeople. I was in the process of recruiting two more salespeople to add to our team. During the initial training …

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Priorities vs. Goals – What’s the Difference?

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Priorities vs. Goals – What’s the Difference? management tips

Understanding the difference between priorities and goals is absolutely critical to achieving the kind of success you’re looking for; both for yourself as well as for your team. Priorities can be defined with a simple question: What is most important and meaningful in your life today that you are not willing to compromise or sacrifice in pursuit of something …

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Mastering The Art of Abandonment

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Mastering The Art of Abandonment Insights in Business

Since when do master coaches preach the value of quitting? Most of the time people need a nudge to do a little more, but other times, they need a nudge to stop. “The most rain we’ve had in about 80 years!” That’s what the news reported, fully expediting my lesson regarding the downside of having …

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Change your mindset All About Selling, Clients are fun. Case Studies in Sales and Leaders..., Experiences in Marketing, Insights in Business, Live Responsibly: Life Tips, Great Living, Prospecting, Cold Calling and Networking

Mental constipation keeps us stuck in the same place. To change how you sell , manage or how you operate your business often means first changing how you think. Start by opening up to a new possibility called the truth based on facts not perception. Give yourself permission to stop playing the waiting game, embrace …

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Why Retail Sales Will Die

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Why Retail Sales Will Die Experiences in Marketing

Retail will die. Harsh words, I know. Managers and business owners need to focus on listening to what their people on the floor and on the phone are saying and doing to their customers. You may be spending hundreds if not tens of thousands of dollars in advertising every month trying to bring new and …

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Get Over It

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Get Over It Insights in Business

Don’t be a victim of allowing one bad experience to affect the rest of your day. Rather than forging ahead, you feel there’s no chance of doing anything else productive for the remainder of the day. The problem is, you actually believe this. Regardless of what you do, whether you’re a manager, telemarketer, salesperson or business …

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