Every Client Matters, Every Deed Matters, Every Person Matters

Lee Novak

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Top Stories by Lee Novak

The following represents twenty five of my favorite motivational, thought provoking and inspirational quotes which I have accumulated through the the years. I hope that you will find them useful, enjoyable and entertaining as you prepare to slay the competitive dragons! OVERCOMING OBSTACLES AND SETBACKS 1) Fall Down Seven Times Get up Eight. 2) If you are going through hell (lost a deal, behind plan, etc.) keep going. 3) Believe that you are going to turn this setback into a comeback! It is inevitable that some defeat will enter even the most victorious life. The human spirit is never finished when it is defeated... It is finished when it surrenders. PATIENCE 4) Walt Disney was turned down 302 times before he got financing for Disneyland. 5) A handful of Patience is worth more than a bushel of brains. 6) Patience is the ability to idle your motor when you feel like stripping... (more)

The Ten Attributes of a Magnetic Sales Professional

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can overachieve the sales and revenue goals, retain and increase the share of wallet of the existing client base and have the ability to drive new business in the unsold prospect arena. Sales Organizations want Magnetic Sales Professionals not simply, successful sales associates. They want individuals who will create a positive legacy and at the ... (more)

The True Cost of Not Making a Buying Decision

Dear Lee, Today, after a six month sales cycle that included extensive relationship building, expensive marketing strategies and a detailed return on investment analysis that revealed a monthly savings of $13,347 per month (net after the expense of my new proposal), the client shared that she was inclined to delay the decision by twelve months! Her reasoning? She feels that she can get a better deal when her contract comes to end of term. I am so frustrated and angry! I’ve neglected other clients because of the amount of effort, time and energy I have put into winning this deal.... (more)

My Quota is Gigantic!

Dear Lee, Last year I was a record setting sales rep at my company selling high tech solutions. Today I received my annual quota for the new year and was shocked to see that my account list shrunk by 10% and my quota is the highest in the company.  I am  very frustrated with this. I attempted to negotiate a reduced quota with my manager but he dismissed my request, saying that he has full confididence that I will figure it out. My quota is gigantic but my spirit is weak. Any suggestions? Down in the South -   Dear Down in the South, I am sure that you are familiar with the bib... (more)

Top Ten Benefits of CRM

Dear Lee, I have worked in sales for the past fourteen years and have seen fads come and go. The latest is CRM that, my company has forced upon me. Isn’t CRM just another way for my company to act like BIG BROTHER to watch and monitor my every move? Stan, Tx Dear Stan, Would you board a commercial airline if you knew, 1) the plane was lacking a navigational system, 2) you would be flying to the busiest airport in the world without the aid of an air traffic controller or radar, and 3) the pilots would not have any radio contact to direct their take off or landing approach? Most ... (more)