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Posts Tagged ‘game’

Achieving Success Starts with Defining Success

By Michael Norton | August 26, 2021

children laughed harder, cheering on their friends. The game they were playing was “pin the tail on the donkey.” As each attempt found its way somewhere other than the donkey, the farther away the tail landed, the greater the laughter.

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Managing the Game Clock–A Very Timely Sales Best Practice

By Michael Norton | July 9, 2021

Salespeople who understand how to manage the game clock for maximum effectiveness will outsell their competition every time. I had two fantastic experiences this week with sales professionals who displayed excellent management of the game clock, or for our purposes, the sales clock.

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Selling is Like Riding a Bicycle, To Stay in the Game You Have to Keep Moving

By Michael Norton | June 25, 2021

“Time kills deals!” I still remember the first time a sales manager said that to me. It was early in my selling career and my manager had just asked me about an opportunity that continued to push. First, it was a one-month push, then two months, and then it was over, and I had lost the sale.

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The One Thing That Has to Happen to Claim Sales Success

By Michael Norton | May 27, 2021

Years ago, I was introduced to a concept that I found really helpful in the management and motivation of my sales team, and then as my responsibilities grew, I found it was beneficial to the entire company. It was called “Good News Friday.”

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Bigger, Better, Faster, Higher, Smarter

By Michael Norton | May 25, 2021

Society thrives on one-upmanship. In everything we do, whether we realize it or not, we set a bar. And as we set the bar, more often than not, we try and improve upon whatever it is we are doing.

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