David Mattson

Posts by David Mattson

  • new-years-resolution-for-salespeople

    The Best New Year’s Resolution for Salespeople: Build Habits that Support Sales Growth

    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’s natural and important. However, this year you might benefit by stopping in early January and asking yourself: What can I do to make this year’s goals more meaningful, and perhaps more attainable, than last year’s? The answer...

  • finish-line-smiling

    Four Simple Action Steps to Get Salespeople across the Annual Finish Line Smiling

    December 5, 2016

    It’s December – which, for a lot of salespeople, means the moment of reckoning is approaching. Whether you are happily on target to hit your annual/quarterly goal … are facing the final few weeks of the fiscal year with a feeling of growing dread … or find yourself somewhere in between those two extremes …I have two pieces of good news for you. First: everyone...

  • changing-your-prospecting-game

    Change Your Prospecting Game…with Social Selling

    October 27, 2016

    Social selling doesn’t fundamentally change the way you prospect or sell … but it does have the potential to change the strategy of your game. In fact, it can revolutionize that strategy, just like the introduction of the three-point line changed the game for basketball. Think about it for a second. For many years, there was no such thing as a three-point shot...

  • what-motivates-your-salespeople

    What Motivates Your Salespeople?

    June 7, 2016

    Lots of sales managers ask us for help with “motivating the team.” The advice we offer sometimes surprises them. Contrary to popular...

  • written-sales-goals-inspire-action

    Written Sales Goals Inspire Action

    April 26, 2016

    Study after study suggests that less than 20% of all salespeople set written goals of any kind. Our experience is that the income of...

  • sales-behaviors

    The Top Ten Sales Behaviors

    March 31, 2016

    Sales coaching typically fails when one or both participants enter into the session with no clear goal or plan for success. While a...