The 5 Requirements to Maximize ROI on Sales Training
It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into …
Build A Great (Not Just Good) Sales Team
Last article, I mentioned I’ve been re-reading “Good to Great” by Jim Collins. Continuing with the theme of how the book can apply to sales organizations, I am fascinated by …
Eddie Murphy Shows How to Make Coaching Fun
Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has the biggest impact on sales success. This isn’t just my …
What Mama Deer Can Teach Sales Managers
My family and I are fortunate to live in a lovely suburb with lots of trees and plenty of greenspace. Not only do we enjoy taking walks in the neighborhood …
Avoid the Pot Bunkers of Selling
The LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get to why it matters after I set the stage. As an …
Assembling a Shed – Kinda Like Selling
For the past few years, my husband and I have discussed the need for a new shed in our back yard. We had one years ago that nearly collapsed and …
Can a Sales Process Help Sell Value?
Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays …
Stop the Discounting…Even When Business Has Slowed
We are seeing a selling panic ensue due to the turmoil of the last few months. Salespeople have been doing anything to win business, no matter what the price. This …
Sales Leaders: The Next Step is Most Important in the Sales Process
I was working with a sales team last week that we have been working with for just a few months. They have, on the whole, a pretty strong group of …
Get Lean and Mean, and Bigger, Stronger, Faster, Too
It’s official. We are in a recession, so business leaders need to be lean and mean. Sometimes that means making cuts: Maybe expenses, maybe headcount. If it’s the latter, be …
Peddler, Pal or Peer?
Which one of these do your customers think their salespeople from your company are most like: A Peddler, a Pal, or a Peer? Don’t know? Then they probably think they …
10 Tips for “Non-Sucky” Remote Sales Meetings
Even before the virus hit, we witnessed many leaders struggle to have engaging sales meetings that actually improved sales. Now with most sales teams operating remotely, the situation likely …