The Power of Mindset

September 24, 2013 Dave Mattson Cisco, Cloudera, Featured, Motivation / Mindset, Professional Development, Project Management, Routing & Switching, Technology, Training in Business

Your mindset has more to do with your success than almost any other single element. There are plenty of salespeople who possess extensive product knowledge, have numerous influential business contacts, are well-spoken and have appealing personalities, yet their sale performances are average…sometimes, only marginally acceptable. Then, there are salespeople who have just enough product knowledge[…] Read More

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No mind reading

September 20, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Psychology of Selling, Routing & Switching, Technology, Training in Business

Does this sound familiar to you? Prospect A says, “This looks very good. I think there’s an excellent chance we’ll do business.” The salesperson thinks, “I’ve got one.” Prospect B comments, “Your price is higher than we expected.” The salesperson thinks, “I’ll have to cut the price to close the deal.” Prospect C reveals, “We[…] Read More

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All RFPs are not created equal

September 12, 2013 Dave Mattson Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Successful Selling Strategies, Technology, Training in Business

Many salespeople believe that they should respond to all proposal requests that come across their desk where the scope of work falls within the capabilities of their companies. It’s easy to see the allure. Working on an opportunity that “fell out of the sky” is far more desirable than “beating the bushes” to turn up[…] Read More

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