Remember the Journey
My business partner, Casey Brown and I just returned from hiking in Grand Teton National Park. We aren’t technically climbers and we don’t scale rock walls, however, the hike we …
Don’t Let the Uncontrollable Control
Some of you know that I am a golf fanatic. I love the walk through nature, the camaraderie of my golf buddies, and the competition it provides me against the …
Right People, Right Seat, Right Comp
It seems sales hiring is heating up and that means we are having more and more conversations about compensation. Too often I see leaders so entrenched in their financial models …
The Dreaded RFP: Where Value Selling Goes to Die?
I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: …
Compensation Plan or Accountability Plan?
Most salespeople are not motivated by money. I wrote about it recently. They instead have their own reasons for executing and achieving. Now don’t get me wrong. By and large, …
Surprising Sales Stats Regarding Quota Attainment
Salespeople are in it for the money! It’s a common belief and one you may think is true. If so, you might be tempted to construct a compensation plan that …
Hiring Time?
When the pandemic hit, were you crushing it, maintaining status quo, or suffering? The answer would likely depend on your industry. But that was then. Looking forward, the economy is …
Referral Request Reluctance
Gaining referrals can seem harder than cold calling. It’s something I’ve recently noticed. There are many salespeople who would rather talk with relative strangers in the form of prospects than …
Ch-Ch-Ch-Changes!
Ch-ch-ch-changes…for the past year salespeople have dealt with plenty of them because of the pandemic. And more ch-ch-ch-changes are on their way. While we can wait, wish and hope, it …
How Bike Riding and Golf Can Improve Sales
I have been playing golf for 48 years. I been riding a bike for 5 or 6 years longer, so depending on which activity we’re talking about, that’s a little …
Don’t Let History Predict the Future
While driving in a downpour recently, I decided to take the backroads home instead of the freeway. I thought to myself, “Wow. I feel really old, avoiding the freeway.” I …
Three Reasons Salespeople Can’t Reach Decision Makers
Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more …