Here's a question that was asked the other day on my LinkedIn group and I thought that the answer I gave would be of interest to my blog readers as it is a situation that I see fairly often which is impacting both individuals and sales leaders... "How can I get motivated when my team members have changed? My new team lack the ambition and drive to canvass and, for my sins, I am falling behind." Changes in business teams and operations can be one of the most destabilizing and worrying things. I understand your frustrations. Most … [Read more...]
Are Good Salespeople Born Or Made?
September 14, 2010 By 3 Comments
Here's a question I have been asked and answered several times. "Are good salespeople born or made?" What a great question. Psychologists have been arguing for years about the interaction between nature and nurture and the importance of these twin factors on your ability to achieve (or not) in your life. They will probably be arguing for many, many more. In my experience, as a sales motivational speaker and sales author, there is no easy answer to this question... First off, I would have to agree that some salespeople seem to be more … [Read more...]
Cold Calling Campaign… Does This Look Like Your Office?
August 8, 2010 By Leave a Comment
The cold calling campaign at Sales Inc. was not going to well! I've seen plenty of sales offices that look like this as I am sure you have too. Perhaps you're looking at one now and pulling your hair out! It's amazing the excuses that salespeople can come up with when trying to avoid contacting new and (even) existing customers. If you don't want your sales office to look like this then why not speak to me about organizing an inspirational and motivational sales talk for your next sales conference, AGM or away day. … [Read more...]
When Your Prospect Or Customer Says, ‘No!’, What Do You Hear?
June 29, 2010 By 4 Comments
Here's another question that came up recently. "When your prospect or customer says, "No!", what do you hear? How do you react? Rejected or challenged? What advice would you give to somebody just starting out?" As a sales motivational speaker I see the negative consequences of sales and business people dealing with this badly every day so here is my advice... It's not what is said, it is your interpretation that does the damage. How many people every year die of snake bites? The answer is none. People die of the poison, not the bites. … [Read more...]
Football, Fantasy & Sales Success
June 27, 2010 By Leave a Comment
Over the last couple of weeks I have been enjoying watching sports on the TV – most notably the football and the start of Wimbledon. After watching England play half-heartedly against the highly motivated US team and then appallingly against Algeria, they showed some flashes of inspiration against the Slovenians but then sat back in the last 10-15 minutes and were lucky to hold onto their win. One of the commentators said that he would forgive them that and I commented to a friend at the time that the Germans wouldn’t have. Today, … [Read more...]
Sales Psychology & Performance, LinkedIn Group
March 17, 2010 By 1 Comment
Check out my Sales Psychology & Performance, LinkedIn Group. As an author and sales speaker I get asked questions every day. Many of these are face to face, up close and personal but, increasingly, many of them are “virtual”. After an inspirational sales seminar many people email me to say that they enjoyed it and then ask questions... I welcome and enjoy these questions. After all, helping people to improve their sales results and build the businesses and the lives that they desire is one of the primary reasons that I became a … [Read more...]
Finding Your Personal Motivation, Part III
March 10, 2010 By 73 Comments
The final part of my quick video on Finding Your Personal Motivation. Thanks for your kind comments and thoughts on this one. We'll be launching the all new GavinIngham.com sales training, personal and business success website in the next few weeks and we will be releasing a lot more videos. This will be one of the last in this more formal format as we'll be over to a new, exciting format that will allow us to get you sales training and personal success tips more frequently and more often. … [Read more...]
Finding Your Personal Motivation, Part II
March 3, 2010 By Leave a Comment
When people find out that I am a "motivational speaker" they often ask me to motivate them as if it is something that I can do for them or to them. We're often at a party or in a pub and it is posed as something of a challenge however, many times, it is deadly serious too. Motivation is internal and the ability to motivate yourself is something that you can learn to do if you set your mind to it. There are many different ways to build self-motivation and hundreds of techniques that you could use. Here is part ii of my video short Finding … [Read more...]
Video: Finding Your Personal Motivation, Part I
February 6, 2010 By Leave a Comment
Failure For Us Is Not An Option
December 7, 2009 By 7 Comments
I've been getting a few interesting letters recently and I loved this one from Julian Athawes of Halomec in answer to my blog post last week (What would you achieve if you knew you couldn't fail?) talking about how important attitude is for the success of a company... Hi Gavin, I must admit to normally 'skimming' over your mails, I will try to absorb the content a little more in the future as there is some good stuff in there. I have just stuck the attached poster on our office wall... (poster received but I can't use it here as I do … [Read more...]
