Need to Sell More with Fewer People?
In 2020, we saw numerous companies freeze hiring, and many even reduced headcount. And now in 2021, there’s still much trepidation for going back to “business as usual.” There may …
Read MoreThe “Fact” that Prospects Are Honest Is Hurting Sales Growth
85% of salespeople have self-limiting beliefs that hurt their sales effectiveness. 85%! Huge! And one of the most common Sales Self-Limiting Beliefs we see in sellers is the belief that …
Read MoreThe 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 …
Read MoreSales 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 …
Read MoreBeliefs Are More Powerful than Skills
I heard author and motivational speaker, Gabby Bernstein, doing a radio interview recently. In it, she made the statement, “Beliefs are just thoughts you keep thinking.” It resonated with me. …
Read MoreToo Dependent on the Sales Manager to Close Business? Time to Sharpen the Saw
As I work from my home office, I hear the buzzing of saws cutting down tree limbs on behalf of the electric utility. I guess it is considered essential…but that …
Read MoreNo Selling Skills Required
Here’s a statistic you may have seen. I can’t remember where I read it myself. It said the mere act of following a repeatable sales process helps salespeople close 15% …
Read MoreMore Coaching, Even Poor Coaching, is Better than None
I cannot impress enough the importance of sales manager coaching and doing it a bunch. I have stats to back me up. Check out this data curated by Objective Management …
Read MoreFour Reasons Your Sales Training Fails
Have you spent money on sales training without seeing rewards? Are its promises of increased revenue and the vision of stress-free management evaporating? Well, you are not alone. And here …
Read MoreAdapt or Die
I recently spent two days with about 40 sales leaders from across the country who primarily lead outside sales teams. It was exhilarating, intense, fun and, yes, I was exhausted! …
Read MoreTechnicians as Sellers????
I just moderated a panel where the topic of hiring industry experienced technical people for sales positions came up. I also recently had the same discussion with several clients. Why …
Read MoreCan Your Team Become Challenger Types?
Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles (detailed here) based on research of 6,000 individuals. …
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