Food For Thought - Lunch Break with Steve Bookbinder Steve Bookbinder

Busy sales professionals often find it hard to manage their time, and as a result, they tend to fill every moment of their day with tasks that won’t result in meeting their goals. No matter how fast they work, they never get to everything, and hence, won’t be in front of their customers when they are ready to buy. The critical questions to ask and answer are: how do you prioritize activities to get you to your goals and how do you achieve this payoff through better time management?In today’s ...

Salespeople may be masters of persuasion, but when a decision goes back to the customer’s office, we need to influence what happens next to get that sale. Of course, many salespeople believe that the easiest way to echo their sales pitch is by attending the meeting with their contact’s colleagues and presenting the sales pitch themselves. But, there are other ways to get that sale without being present at that meeting.So, how do you get your contact to echo your sales pitch?In today’s lunchbr...

What is the one skill that the top 20% of sales professionals have that many others seem to lack? Imagination. Your imagination, creative thinking, and problem-solving skills are crucial for meeting and exceeding your sales goals. And while many people believe that your imagination disappears as you age - I believe it behaves more like a muscle that simply needs to be exercised regularly to avoid deterioration.In today’s lunchbreak training, I discuss how your imagination impacts your sales r...

In most professional sports, there are coaches and cheerleaders. Coaches teach you how to improve your skills and encourage you down the path of success. Cheerleaders, on the other hand, cheer and root for you on the sidelines and congratulate you on your wins. So, what can we, as sales professionals, learn from these professions?If you were the coach and the playing field is the world of sales, would you put yourself in the field - or on the bench?In today’s lunchbreak training, I explain ho...

It’s crucial for salespeople to be well-equipped with lots of great ideas. But having an idea and getting a great reaction to your idea are two very different things. Not to mention - getting a great idea at the exact moment you need one can be quite a challenge to overcome. So, how do you come up with a great idea the moment you need it?In today’s training episode, I share the 10 work habits that make up the creative process my team and I use to consistently and quickly develop great ideas. ...

The invention of the internet has significantly changed the landscape of many industries. Business today has changed and evolved in just about every aspect. Many of the techniques and strategies we used to sell and promote our products and services aren’t as effective today as they once were. Consumers - including B2B customers - now rely heavily on the digital arena to make buying decisions.So, how can you leverage the digital world to make more sales, easier, for your organization?In today’...