Avatar

Donald B Ma

Avatar

Mind over Quota

Let’s face it – missing sales targets sucks! No matter how experienced you are, it’s the feeling of under-achieving coupled with public shame which makes us ponder our ability as a sales professional in an organization. Yet – WHO has not ever missed their quota? Having studied top-performing sales professionals and following their ways to […]

Read more...
Avatar

Empathy in Sales

A while ago, I wrote about the ‘magic of the number 3‘ in business. I’d like to express more on this magical number, and how it can help us have a better relationship with our clients. Many experienced sales professionals understand the importance of asking questions and the power of follow-up questions. Moreover, experienced sales […]

Read more...
Avatar

Sales Training: To sell or not to sell?

When I was working for an outsourcing company as a Business Development Manager, I received, out-of-the-blue, a Request for Proposal from a large elevator manufacturer company. The value of the (Request for Proposal) RFP was large – packed in 100+ pages of information which contained an opportunity that would involve years of work and hundreds […]

Read more...