David Mattson

Posts by David Mattson

  • why-text-on-wood

    Sales Managers: Harness the Power of “Why”

    June 20, 2017

    Have you ever tried to order a teenager to do something you knew the kid didn’t really want to do – say, clean up a messy bedroom? How easy was that for both parties? How productive was it?  Did you end up having the same “marching orders” conversation multiple times, with the same (unsatisfying) outcome? Did any stress or hurt feelings arise from the exchange...

  • key-to-success

    What is the Key to Success?

    May 18, 2017

    Most salespeople think of success in terms of accomplishments - like winning a major account, reaching sales goals, earning commission bonuses, winning sales awards, or getting promoted.  We believe all of these achievements are signs of success. But we define success itself as the convergence of three core elements: Attitude—outlook and expectations; confidence...

  • cookbook-for-success

    Sales Leaders: Reduce Your Stress Levels...With a Cookbook

    April 6, 2017

    Sales leaders often ask us about the best ways to reduce the stress they experience on the job, because they have so many things they have to juggle each day. Since April is Stress Awareness Month, this seems like the right time to look at what we believe is the single best way to minimize stress -- not just for sales leaders, but for everyone in the sales...

  • leadership-concept-text

    The Secret to Effective Sales Leadership: Humble Yourself!

    March 9, 2017

    A common question that sales managers ask is: “What’s the single most important best practice you can recommend to someone who wants...

  • 7-mistakes-in-social-selling

    Seriously? The 7 "Worst Practices" in Social Selling

    February 9, 2017

    We work with thousands of salespeople and sales leaders. That means we see a lot of online engagement – as well as a lot of online...

  • new-years-resolution-for-salespeople

    The Best New Year’s Resolution for Salespeople: Build...

    January 5, 2017

    At the start of the New Year, it’s common, even traditional, for sales professionals to start focusing on setting revenue goals. That’...