Business Articles
  • Whatever You're Thinking, Think Bigger
  • by Mike Brooks
  • You've probably heard the expression that "Life is a self-fulfilling prophesy." Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I'll bet it's true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service? Have you ever asked yourself why that is?
  • How To Increase Your Sales By Asking Questions
  • by Bubba Mills
  • "Sometimes questions are more important than answers." Nancy Willard, American poet Jeopardy contestant: "Alex, I'll take prosperity for $200." Alex: "Answer: This will land you more sales." Contestant: "What is asking the right questions?" Alex: "Correct!" I can't help you win Jeopardy, but I can help you increase your sales by asking questions - but only if you keep reading.
  • General Patton On Singleness Of Focus
  • by Mike Brooks
  • When I get in each morning, I look at my calendar of to do's, and as soon as I get started on one task, my email beeps, and I take on something else. Next, my assistant reminds me of an article or email I need to write, so I start that as well. The next thing I know, it's 5 P.M., and I haven't done any of my follow up calls, let alone prospecting. If you're like many other professionals I know, you can probably relate.
  • Hard Work Pays Off: I'm So Annoyed My Father Was Right
  • by Mike Brooks
  • This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, "There's no substitute for hard work, Michael." And he used to practice what he preached. He was always the first one up in the morning, around 5am, and he wouldn't return until after 7:30pm. He would spend an hour or so chatting with my mom after dinner, and then it was time for bed.
  • A Kick In The Teeth May Be Good For You
  • by Mike Brooks
  • When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career. While we never like losing a sale, sometimes when we do there can be some good that comes from it. There sure was the case for me. Here's what happened.
  • Want To Be An Entrepreneur? Start Here!
  • by Bubba Mills
  • Want to be an entrepreneur? It's the first question everyone asks: where do I start? Well, if you want to be an entrepreneur but you wonder what's been holding you back, I have the perfect place to start: the mirror.
  • Why Qualifying For Timeline Is Important
  • by Mike Brooks
  • Okay. So I've been in sales longer than some of my clients have been on the planet. I've made thousands and thousands of prospecting calls, and thousands and thousands of closing calls. I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide. You'd think that I would never get tripped up by or neglect the fundamentals of sales, right? Wrong.
  • Apps For Recording Your Phone Calls
  • by Mike Brooks
  • Years ago, Stan Billue - the top inside sales trainer at the time - made a claim that every sales rep could double their income in 90 days by doing one thing. Intrigued (and highly skeptical), I listened to what he said next, and then challenged myself to do it. His advice was: Record and listen to your calls, every day, for 90 days.
  • Why You're Wrong About Phone Scripts
  • by Mike Brooks
  • Next week, I'll be presenting two breakout sessions at the Microsoft sponsored AA-ISP's Leadership Summit in Chicago. I'm going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts.
  • X Marks the Sale: How Gen X Can Make You Richer This Year
  • by Bubba Mills
  • You'd do well this year to remember the forgotten generation ... that's what Generation X has been dubbed. But these folks, ages 37 to 51, are the only generation to buy more homes in 2016 last year than it did in 2015, according to a new National Association of Realtors' (NAR) report.
  • The Well-Fed Fox: How Focus Gets You All the Rabbits You Want And Makes You Happier At Work
  • by Bubba Mills
  • If you take one thing from this article, let it be this: If you want it all, focus on one thing at a time. Sure, you may not get the first rabbit as fast as you'd like. But when you put your full effort toward that rabbit, you'll have a much better chance of catching it. And when you do, you're proud, you're more confident and most importantly, you're nourished with enough energy to catch the next rabbit.
  • Spring Training for Realtors
  • by Bubba Mills
  • "The fight is won ... long before I dance under those lights." Muhammad Ali I don't know all the reasons why Muhammad Ali earned the nickname, "The Greatest," but I know one of them for sure. And his quote above says it all: he had the fight won before he even fought. All because of one simple word: preparation.
  • Managing Millennials
  • by Mike Brooks
  • Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today's environment of motivating, encouraging and driving performance from the "so-called" millennial generation, there is even more to balance.
  • Let the UConn Lady Huskies Teach You How to D.U.N.K. in Your Job
  • by Bubba Mills
  • Let me save some of you some time. If you don't want to be better at your job, please move on to something else. Good. Now that I have people who appreciate the idea of winning with me, let's continue. And when I say winning, I mean winning at an entirely new level. The kind of winning that makes jaws drop. This article is about reaching the absolute pinnacle of achievement - a pinnacle so high that we have to stretch the English language.
  • How To Handle: I Looked It Over And Not Interested
  • by Mike Brooks
  • Don't you hate it when you get back to your prospect, you're ready to give a great pitch, you need the sale, and...and....they tell you they looked it over and they're not interested! Wait a minute! You want to scream. Just give me a chance....
  • Why The 'Will To Win' Isn't Enough...
  • by Mike Brooks
  • Today, I find that I can do just about anything if I'm willing to put in the time to prepare to win. You can too - if you're willing to put in the time. The question is, are you?
  • The Five Second Rule
  • by Mike Brooks
  • Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life. And like gravity, you don't have to believe in it for it to always be working in your life.
  • We Can Do It!
  • by Mike Brooks
  • The exciting thing, though, is that a "can do" attitude is contagious. When you infect a whole team, a whole company, a whole family with a "can do" attitude, a lot of exciting things begin to happen. I always think of the impact one runner had on the world's performance once he changed everyone's attitude with his own accomplishment.
  • Be Ready for the Millennials or Be Ready to Find a New Line of Work
  • by Bubba Mills
  • Sometimes you have to adjust your strategy to win. And one group you'll need to adjust for is coming over the proverbial hill: millennials -- those born between 1981 and 1997. And yes, they're riding Shetlands. Put more simply: they're different. And if you understand those differences -- and adjust your aim -- you and your bottom line will be just fine.
  • You Can Do It
  • by Mike Brooks
  • Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I'm sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners.
  • Tom Brady and Lessons for Sales
  • by Mike Brooks
  • Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best of the best. The article I read last week, yet again, provides a big lesson for all of us in sales.
1 2 3 4 5 6 7 ... 1456 next
Build SEO
Click here for information on how to create the type of site Google LOVES, while building your authority, influence and visibility.