Why IT projects fail
It’s estimated that of the $255 billion spent on IT projects in the United States, nearly one quarter of the money’s wasted because the projects fail or come in over budget. That’s about $63 billion...
View ArticleDaily motivation: 5 powerful statements about rejection
Here are five statements about rejection that every salesperson should tape on his or her refrigerator and review every day. I am not judged by the number of times I fail, but by the number of times I...
View ArticleThe most common causes of failure
The four the leading causes of failure in sales organizations are … Planning fall-off. Goals are so large and long-range that salespeople become frustrated in reaching them. It’s better to set...
View ArticleThe key ingredient in success and failure
Remember the maxim: People don’t care how much you know, until they know how much you care. It’s a good idea for salespeople to remind themselves of it whenever they’re talking to prospects or...
View ArticleThe 3 most important drivers of sales success — and failure
The Sales Activator and Nightingale-Conant collaborated on a study of 25,000 sales organizations to determine the three most common drivers of sales failure or success. Here they are: 1. Attitude....
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5 words that reflect (and even encourage) failure
There are words you hear in the workplace and from customers that might sound good — until they’re put into context. Then they take an ugly turn. Five examples: Good/bad luck. If you attribute a...
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