Sales Success in 2025

Happy New Years Eve! Tomorrow is the first day of 2025. I know for some of you tonight will be a late night. Enjoy yourself and take some time to dig into the below 11 questions now to help you significantly increase your level of success in 2025.   

You can choose to wait and see what the new year brings or you can be pro-active and be the one who makes things happen in the new year.

1. Realize sales is a mind game and it starts with your mind. Who is the voice you need to get out of your life and who do you need to let in?

2. Who is the customer you need to drop that is taking up too much of your time for little profit or no potential for profit?

3. Narrow your focus. Don’t try to prospect everyone, but rather be selective.

4. Set your prospecting time and stick to it! Prospecting will never become a priority until you make it priority in your calendar.

5. Manage your day based on your calendar. You control your time. It’s the most valuable asset you have. (Check out this movie In Time, It’s FREE to watch on YouTube)

6. Streamline your selling process by simplifying your forms and processes. You can’t afford to have your time consumed with activities that bring no value.

7. Create your dream team. Who can you reach out to? Sales is not a solo activity. Sales is a team sport and you need to make sure you have great teammates.

8. Focus on the big opportunities in the 1st quarter. Play big in the 1st quarter, as it may take several quarters for the opportunities to materialize into business.  Focusing on big opportunities early in the year will increase your probability of having them generate revenue this year.

9. Create multiple relationships with all of your larger customers and prospects. You can’t afford to rely on only one contact at your major customers, because that person may leave.

10. Build your quarterly plan based on a 12-week quarter and your annual plan based on 11 months. This will allow you to use the last week of every quarter and the last month of the year to begin setting up the next quarter or year, rather than stressing out trying to make the current quarter or year.

11. Make time for yourself. Take care of yourself and you can take care of your customers. Sales is not an activity. It’s a lifestyle.

Use these 11 questions and points to get 2025 off to a great start.

Happy Selling, 

David

Sales Lessons from Rudolph’s Shiny New Year

Okay, hear me out. “Rudolph’s Shiny New Year,” that stop-motion classic from our childhood? It’s actually a goldmine of sales wisdom, especially for those of us selling merchant services. Who knew those quirky characters and New Year’s adventures could teach us so much about closing deals? Don’t believe me? Let’s explore

1. Find Your Unique Selling Proposition (USP) like Baby New Year: Poor Baby New Year! He’s got big ears and a giant nose, making him feel like an outcast. But guess what? Those “flaws” become his strengths, helping him save the day.

Sales Takeaway: What makes your services stand out from the competition? Don’t be afraid to highlight your unique features, even if they seem unconventional. Maybe you offer specialized solutions for a specific industry, have incredible customer support, or provide cutting-edge technology. Own your differentiators!

2. Build a Strong Network (Like Rudolph with the Misfit Toys): Rudolph’s network of misfit toys proves invaluable in his quest to find Happy. They offer support, resources, and even a crucial assist in the final showdown with the villainous Aeon.

Sales Takeaway: Cultivate relationships with other professionals, referral partners, and even competitors. A strong network can provide leads, insights, and support when you need it most. Remember, collaboration often beats competition.

3. Embrace Challenges (Like Rudolph Facing the Terrible Aeon): Rudolph faces numerous obstacles in his journey, including treacherous terrain, grumpy cavemen, and the terrifying Aeon. But he perseveres, demonstrating courage and determination.

Sales Takeaway: Sales is full of challenges – rejection, objections, and unexpected hurdles. Embrace these challenges as opportunities for growth. Develop your resilience, problem-solving skills, and mental toughness to overcome any obstacle.

4. Understand the Value of Time (Like Father Time and the Importance of Each New Year): Father Time emphasizes the significance of each New Year, highlighting the preciousness of time and the need to make the most of it.

Sales Takeaway: Time is your most valuable asset. Manage it effectively, prioritize your tasks, and focus on activities that generate the highest return on investment (ROI). Don’t waste time on unproductive leads or inefficient processes.

5. Deliver on Your Promises (Like Rudolph Finding Happy): Rudolph makes a promise to Father Time to find Happy, and despite all odds, he delivers. This builds trust and solidifies his reputation as a reliable hero.

Sales Takeaway: Always follow through on your commitments. If you promise a client a specific solution, deliver it. Build a reputation for reliability, trustworthiness, and exceeding expectations.

Bonus Tip: Just like Rudolph’s shiny nose guides him through the storm, let your passion for helping businesses guide your sales journey. Believe in the value you provide, and let your enthusiasm shine through in every interaction into 2025.

Happy selling! NO more relaxing!

David

Friday’s Top 10 Ways to be ready for the New Year

Wednesday starts a new year. This day comes with hope and celebration of seeing a new year of change and opportunities. 

But once the merriment winds down, steps on how to achieve set goals and resolutions for the next year begin. 

A little bit of worry on whether the set plans would be actualised might set in but an obsession over the occasional slip will not help either.

Below are the Top10 in-exhaustive ways to prepare for the new year.

From the Home Office in ZigZag Oregon Here are the Top Ten 10 ways to prepare for the New Year

10. Appreciation

I mentioned this yesterday,  The past year is gone and the New Year provides a new opportunity to achieve greater goals. A thank-you gift, perhaps, a handwritten or typed thoughtful note, to loved ones, acquaintances, co-workers and bosses for being a part of the past year further stating the hope for a better relationship in the new year. “Put your gratitude into action and give a token of appreciation to your loved ones and support network,” A manifestation coach and self-help author, Kenneth Wong advised.

9. Start on specific goal

Today is the best day to start on the specific goals and resolutions already made in the past few days. For example, a resolution to engage in a healthy diet would mean starting at the New Year’s dinner or party you would be invited to or even host. an author and educational consultant, Kendra Cherry, advised having a specific and realistic goal as well as a concrete plan towards achieving those goals over the year.

She added, “Taking on too much all at once can be daunting. It can be particularly difficult because establishing new behavioural patterns takes time and sustained effort. Focusing yourself on one specific goal makes keeping a resolution much more achievable.”

 8. Right attitude

A counselling psychologist, Tosin Togun, said having the right attitude was important for the New Year.

She said, “This involves leaving many things that have made us sore behind. Every New Year comes with diverse opportunities and many people would come right with them but what would sustain one at the peak of these opportunities is having the right attitude and this involves, forgiving where you need to and letting the past be in the past. This also does not mean that one should discard the good skills and relevant people in one’s life.”

Togun added that the baggage of the previous year should be taken off and emphasized on the need for improvement in the New Year.

“Take off the baggage and ensure that what doesn’t work in 2024 would work in 2025. What this means is that one needs to evaluate to see what one is not doing right and improve on them,” she noted.

7. Display planned calendar

By now, calendars and diaries for the New Year are already in one’s possession. The activities, international days, national holidays and celebrations are already marked. In the same way, one can mark personalised holidays, birthdays, events and activities for the year and display them at a personal but enclosed spot where one can keep track of them.

Wong further advised, “Accomplish more in the New Year by using an agenda. Agendas are great tools for you to plan your days so you can set goals, stay organized, and stick to a schedule.”

Using a printable agenda was also advisable for those who might have trouble committing to using an agenda.

6. Take it one day at a time

Taking on too much too quickly is a common reason why many New Year’s resolutions fail. Starting an unsustainably restrictive diet, overdoing it at the gym, or radically altering your normal behavior are sure-fire ways to derail your plans.

Instead, focus on taking tiny steps that will ultimately help you reach your larger goal,” Cherry stated. Taking small steps each day might seem like a slow start but these incremental changes have the potential for long-term success.

5. Avoid fear, repeating past failures

The opportunities in the New Year, if well maximized, is enough to make up for the failures of the past year. One should not let the failures and inability to meet up with the past year’s resolutions bring fear and wariness of fulfilling the hopes and dreams for the New Year, rather it should be a learning point to making the right choices and decisions.

Cherry further noted, “Another strategy for keeping your New Year resolves is to not make the same resolution year after year. If you do choose to reach for the same goals you’ve tried for in the past, spend some time evaluating your previous results. Which strategies were the most effective? Which were the least effective? What has prevented you from keeping your resolution in past years? Consider altering your resolution slightly to make it more feasible. By changing your approach, you will be more likely to see real results this year.”

4. Contact people you want in your life this year

Today, being the first day of the year, it is not too late to reach out to the persons one would want to partner with or work with.

An author and writer, Kevin Daum, stated, “No one reaches the pinnacle of success on their own. It’s possible you already have exactly the right people in your life to get you there, then again maybe not. Now is the time to take stock of those in your world and make the necessary changes. Get the email chain started today with at least three people who are going to help you excel.”

3. Get Support

Having reliable support can make one stay motivated and on track with the goals and resolutions of the New Year.

“Camaraderie makes sticking to your resolution more fun, too. So, ideally, find a like-minded pal or loved one to join you in your goal. Explain what your goals are to your close friends or family and ask them to help you achieve your objectives. Better yet, enlist the help of others by joining a group that shares your goal,” Cherry stated.

2. Renew your motivation

In the first days of the New Year, one feels confident and highly motivated to keep to the plan because there might be no challenges or temptations that can serve as a threat to those goals. However, when those challenges creep in, one can become de-motivated and uninterested in achieving those goals.

To this, Cherry advised, “When you face such moments, remind yourself exactly why you are doing this. Think about (or write a list to keep handy) what do you have to gain by achieving your goal?

Finding sources of inspiration can keep you going when times get tough.”

And the #1 way to ways to be ready for the New Year …

1. Track your progress, reward yourself

“Keeping track of progress can be a big help on the journey,” Freelance writer and speaker, Amber Tresca, said. Short-term goals are easier to keep and encourage one to stay motivated. One can note each achievement one makes and then focus on reaching the bigger ones.

Tresca added, “Small rewards along the way can help in giving a sense of achieving goals. This doesn’t mean that it’s okay to eat an entire box of chocolates if the resolution is to eat more healthfully. Instead, celebrate successes with something enjoyable that does not contradict the resolution. After sticking to a promise to eat better, for example, perhaps a reward could be going to a movie with a friend.”

Put these 10 steps into practice and see yourself continue to grow in 2025!

Have a safe and Happy New Year weekend,

David

The Glow After the Glitter: Reflections on the Holidays and a Fresh Start

The holiday season, with its whirlwind of festivities, family gatherings, and frantic gift-wrapping, is winding down. As the echoes of carols fade and the twinkling lights dim, it’s a perfect time for reflection. What lessons did we learn amidst the chaos? How can we carry the warmth of the holidays into the fresh start of a new year?

Beyond the Tinsel:

While the material joys of the season are undeniable – the presents, the feasts, the decorations – the true magic lies in the intangible. It’s in the rekindled connections, the shared laughter, and the acts of kindness that truly make the holidays special.

This year, perhaps more than ever, I’ve been reminded of the importance of human connection. The holidays offer a chance to reconnect with loved ones, to mend bridges, and to forge new bonds. These connections, these shared moments, are the gifts that truly endure.

A Time for Gratitude:

The holiday season is a time to count our blessings, big and small. It’s a time to express gratitude for the people in our lives, the opportunities we’ve been given, and the simple joys that make life worth living.

Gratitude isn’t just a holiday sentiment; it’s a powerful tool for cultivating happiness and resilience. By focusing on what we have, rather than what we lack, we open ourselves up to a world of abundance and possibility.

Embracing the New Year with Renewed Purpose:

As the new year dawns, it’s natural to look ahead with a sense of hope and anticipation. What goals do we want to achieve? What changes do we want to make? How can we become better versions of ourselves?

The new year is a blank page, an opportunity to write a new chapter in our lives. Let’s approach it with a sense of purpose, passion, and determination. Let’s set intentions that align with our values, and let’s commit to taking small, consistent steps towards our goals.

Carrying the Spirit Forward:

The spirit of the holidays – the generosity, the kindness, the love – shouldn’t be confined to a single season. Let’s carry these values with us into the new year, making them an integral part of our daily lives.

Let’s continue to reach out to those in need, to spread joy and laughter, and to make a positive impact on the world around us. By living with intention and purpose, we can make every day feel a little bit like the holidays.

Here’s to a new year filled with hope, happiness, and meaningful connections. May the spirit of the holidays stay with us all year long.

Happy Selling,

David

MERRY CHRISTMAS!

Merry Christmas everyone, 

Can you breathe? Can you stop long enough to appreciate the meaning of Christmas?

I don’t know about you, but every year around this time I tell myself that next year I’ll be more prepared, more organized, and physically have more time and energy to enjoy the Christmas season.

Unfortunately, each year only seems to get more hectic. It’s sad but true and probably isn’t just me. I suspect I am not the only one who feels this way.

You would think that overnight shipping would solve all of our problems related to Christmas shopping, wrapping and all of that. However, it’s just caused more problems. All it has done is allowed you (and me) to pack even more into less time. I believe that Christmas is much more than gifts, twinkling lights, endless cookie trays and connecting with distant relatives. Christmas is all about a message that our world has allowed us to be crowded out by chaotic living. 

Christmas is about the birth of Jesus and the message of hope that He brings. This message is as relevant today as it was that first Christmas in Bethlehem thousands of years ago.

My wish for all of us this Christmas season is to force ourselves to slow down enough and realize the true meaning of Christmas. Let’s not allow it to be just one day of the year but rather a day that never ends.  Like me, many of you realize the true meaning of Christmas and seek to make each day like Christmas for each person you meet – the barista who serves your coffee, the clerk at the grocery store, and yes, even the TSA agent at the airport are part of our world. 

May we all strive to treat those around us with a Christmas-like spirit of love, kindness, and gratitude.

Luke 2:10 says, “But the angel said to them, ‘Do not be afraid. I bring you good news that will cause great joy for all the people.’”

Merry Christmas from my family to yours!

Have a Merry Christmas!

David

‘Twas the Day Before Christmas, and All Through the Store… Sales Were Soaring!

Ho Ho Ho, fellow sales peeps! It’s Christmas Eve, and while visions of sugar plums might be dancing in most people’s heads, we know the real magic is happening at the terminals and point of sale!

As shoppers make those last-minute dashes for gifts, remember that every “beep” of a card reader is a sweet sound of success. We’re not just selling payment processing solutions, we’re the elves behind the scenes, ensuring smooth transactions and happy customers.

Here’s a little Christmas Eve cheer for you:

  • Be proud of the role you play. Today’s retail frenzy wouldn’t be possible without reliable payment systems. You’ve empowered businesses to thrive during the busiest shopping season of the year!
  • Take a moment to appreciate the hustle. Whether you’re closing deals from your home office or supporting clients on-site, our dedication is what keeps the wheels of commerce turning.
  • Enjoy the spirit of the season. Even amidst the sales hustle, remember to soak in the joy and generosity that fills the air. Treat yourself to a little something special – we deserve it!

Looking ahead to the new year, let’s keep the momentum going!

  • Reflect on your successes. What strategies worked best this year? Which clients brought you the most joy?
  • Set new goals. What heights do you want to reach in the coming year? How can you expand your impact and help even more businesses?
  • Sharpen your skills. The payments landscape is constantly changing. Stay ahead of the curve by exploring new technologies and refining your sales approach.

A final thought: As you gather with loved ones tonight, remember the true meaning of Christmas lies in connection and giving. Cherish the moments with family and friends, and recharge your batteries for another year of making a difference in the world of payments.

Merry Christmas, everyone! May your stockings be filled with leads, your sales pipeline overflow with opportunities, and your year ahead be filled with success and joy!

Merry Christmas,

David

Unwrapping Success On Christmas Morning

The holidays are a time for giving, receiving, and reflecting. As a salesperson, my mind is always buzzing with ways to help myself and businesses grow and thrive. But this Monday morning I’m reflective, on the eve of Christmas eve, I’m taking a moment to dream big and envision the gifts I’d love to unwrap, both personally and professionally this Christmas morning.

Under the Tree: Professional side

  • A Pipeline Overflowing with Leads: Imagine waking up to a CRM bursting with qualified leads, all eager to explore how my services can benefit their businesses. That’s the kind of stocking stuffer that would make my sales heart sing!
  • The Gift of Seamless Onboarding: Smooth and efficient onboarding processes are both mine and a merchant’s dream. This year, I’m wishing for tools and technologies that make integrating new clients a breeze, ensuring a positive experience from day one.
  • A Sprinkle of Magical Closing Power: Every salesperson craves that extra touch of magic that helps seal the deal. Perhaps a crystal ball that reveals the perfect pitch for each client? Or maybe just a boost of confidence and charisma to make every presentation shine.
  • The Joy of Long-Term Partnerships: Building strong, lasting relationships with my clients is the ultimate gift. I’m hoping to unwrap a year filled with collaborative partnerships, where I can act as a trusted advisor and to continue to help businesses achieve their goals.

Under the Tree: Personal side

  • The Gift of Time: Time is the most precious commodity. This Christmas, I’m wishing for more time to spend with loved ones, pursue hobbies, and recharge my batteries for the year ahead.
  • A Dash of Inspiration: A good book, a thought-provoking podcast, or a motivational seminar – anything that sparks creativity and fuels my passion for this industry.
  • A Healthy Dose of Balance: Maintaining a healthy work-life balance is crucial. I’m hoping to unwrap a year filled with harmony between my professional ambitions and personal well-being.
  • The Spirit of Gratitude: Above all, I’m grateful for the opportunity to do what I love and make a positive impact on the businesses I serve. This Christmas, I’m unwrapping a heart filled with gratitude and appreciation for the journey.

Happy Holidays to All!

Whether you’re a fellow salesperson, a business owner, or simply someone who enjoys the magic of the season, I wish you a joyous holiday filled with warmth, laughter, and the gifts that matter most. May the new year bring you success, fulfillment, and the opportunity to achieve your dreams.

Happy relaxing,

David

Friday’s Top 10 Things you didn’t know about Christmas Eve

We are only a couple days away from Christmas eve. Christmas Evening (or Eve for short) traditionally starts at sunset a day before Christmas Day. It’s usually the day to prepare food, watch some Christmas movies & have a few drinks to relax before the big day. If you love this day, here are a few festive facts about Christmas Eve you may not have known.

From the home office at the North Pole, Here are The Top 10 Things you may not  know about Christmas Eve. 

10 – In Norway, people hide the brooms. An old tale says that witches and other evil spirits appear on Christmas Eve to steal the brooms and ride around causing mischief!

9 – A large part of Sweden’s population watches Donald Duck  cartoons every Christmas Eve since 1960.

8 – Telling ghost stories is an old Christmas Eve tradition that has died out in the past century.

7 – During World War I, an unofficial Christmas truce  took place between British and German troops. The truce began on Christmas Eve 1914, and decorations were put up, carols were sung and gifts were exchanged. The truce also allowed for recently fallen soldiers to be bought back behind their lines by burial parties.

6 – Christmas Eve is a public holiday in countries such as the Czech Republic and Estonia.

5 – According to tradition, Saint Nicholas left gold coins in the stockings of three poor sisters. One night the girls went to bed, leaving their stockings to dry over the fireplace. Saint Nicholas threw three bags of gold coins down the chimney which landed in the stockings as a gesture of good will, since then, children all over the world continue the tradition of hanging stockings up on Christmas Eve.

4 – Christians traditionally celebrate Midnight Mass at midnight on Christmas Eve. This ceremony, which is held in churches throughout the world, celebrates the birth of Jesus Christ who is believed to be born at night. However, in recent years, the time for Midnight Mass has varied, and is not often midnight any more!

3 – Christmas Eve is not a public holiday in the United Kingdom however it is a day of preparations for the Christmas season, including last minute shopping, food preparations and decorating the house.

2 – In France, Children place their shoes near the fireplace on Christmas Eve, as they believe Santa (le Père Noël) will fill them with toys and sweets.

And the #1  Thing you may not know about Christmas Eve is……

1 – Scientists calculated that for Father Christmas to deliver all gifts to people around the world, on Christmas Eve, he would have to visit 822 homes a second, traveling at 650 miles a second! Now that’s fast!

So there you have the Top 10  Things you may not  of known about Christmas Eve. Before I leave you to finish wrapping presents & eating a slice of pie, I’d like to know any traditions you do (or know of) that occur on Christmas Eve.

The only one I can think of, which wasn’t mentioned above, In researching for this post I read that on Christmas Eve in the UK, many families will allow their children to open one present of Christmas Eve, but the rest have to be saved for the following morning. I did this as a kid as well.

I wish you and your families a Merry Christmas and a prosperous new year to come..

Have a great weekend,

David

‘Tis the Season to Recharge: 6 Days ‘Til Christmas and Time to Unplug!

Six days until Christmas! While the world is caught up in a frenzy of last-minute shopping and holiday hustle, I say it’s time for us, to take a breather. We’ve worked hard all year, closing deals, building relationships, and helping businesses thrive. Now, it’s time to reward ourselves with the gift of relaxation and rejuvenation.

Why Unplugging is the Best Holiday Bonus

  • Recharge Your Batteries: Our industry can be demanding. Take this time to step away from the pressure, de-stress, and come back in the new year with renewed energy and focus.
  • Reconnect with Loved Ones: The holidays are about spending time with family and friends. Put down the phone, close the laptop, and create memories that will last a lifetime.
  • Reflect and Re-strategize: Use this downtime to reflect on your accomplishments this year and identify areas for growth in 2025. Set new goals, explore new strategies, and prepare to reach even greater heights.
  • Enjoy the Simple Joys: Savor the magic of the season. Indulge in holiday treats, cozy up by the fire, and rediscover the joy of giving and receiving.

Prepping for 2025 While Relaxing

While relaxation is key, you can also use this time to subtly prepare for a successful 2025:

  • Network Naturally: Holiday gatherings are a great opportunity to connect with people in a relaxed setting. You never know who might need your services or become a valuable referral source.
  • Stay Informed: Casually browse industry news and trends to stay ahead of the curve. A little light reading can spark new ideas and keep you informed.
  • Set Intentions: Take some time for introspection and set clear intentions for the new year. Visualize your success and commit to achieving your goals.

A Toast to us all!

So, Let’s put on our comfy pajamas, grab a cup of hot cocoa, turn on a bowl game and embrace the holiday spirit. We deserve this break. Let’s recharge, reconnect, and return in 2025 ready to conquer the world!

Happy relaxing,

David

Sammy the Salesman

It’ s that time again for my next attempt to re-write another Christmas classic into a sales “song!” (Well, I do love Christmas for other reasons, but this is fun, too.) This time I took Frosty the Snowman and created ” Sammy the Salesman” who is every ISO’s dream prospector. Sing along and have some fun!

(Verse 1) Sammy the Salesman was a jolly happy soul, With a pitch deck and a smile and a quota to make whole. He called on the shops on Main Street every day, “Low rates and free terminals!” he’d cheerfully say.

(Chorus) Sammy the Salesman, was slick and so bold, He’d weave you a story, a tale to be sold. With promises whispered of riches untold, Sammy the Salesman, a master of old.

(Verse 2) He’d dazzle the merchants with charts and with graphs, And talk of PCI compliance and chargeback mishaps. He’d conjure up visions of lines out the door, With customers clamoring to pay and buy more.

(Chorus) Sammy the Salesman, was slick and so bold, He’d weave you a story, a tale to be sold. With promises whispered of riches untold, Sammy the Salesman, a master of old.

(Verse 3) But when the contracts were signed and the deals were all done, The rates would creep upwards, the troubles begun. The merchants would grumble, and Sammy’d be gone, To find new prospects, before the next dawn.

(Chorus) Sammy the Salesman, was slick and so bold, He’d weave you a story, a tale to be sold. With promises whispered of riches untold, Sammy the Salesman, a master of old.

(Outro) So if you see Sammy, with deals in his hand, Just smile and wave nicely, but don’t take a stand. He’ll melt away quickly, like frost on the pane, Leaving you wondering, if he’ll come again.

That concludes this years attempt of me of me butchering classic Christmas songs. With only 6 days left until Christmas it’s time to enjoy the season. Wrap some gifts, drink some eggnog and enjoy time with family and friends.

Happy Selling,

David