A few weeks back I had a powerful, game-changing experience on the golf course that translates perfectly from golf to sales and sales management. Those who follow me on Instagram have enjoyed (or poked fun at) my relatively new passion for golf and my desire (struggle) to take my game to a new level. It’s …
If Sales Managers Would Do for Their People What My Golf Coach Just Did for Me Read More »
Greetings from Seat 2A. I’m departing PHX after leading a sales management session in Scottsdale for a large company. My thoughts are still racing from this full-day session and I can’t get the interaction with these hungry sales managers out of my mind. As I replay the highlights of the workshop and these managers’ takeaways, …
6 Focus Areas to Maximize Second-Half Sales Results Read More »
I had the pleasure of speaking live, IN-PERSON this past weekend at a convention in Fort Worth. It’s hard to even put into the words the joy, fun, energy, and impact we all felt from being TOGETHER! While I LOVED leading a full-day Saturday sales management workshop for executives and sales leaders (and speaking of …
So, This Is Effective Selling but an Authentic Phone Call to Another Human Is a Waste? Read More »
In this new episode Mike confronts sales leaders with this very straightforward question: Are you the hero of your sales team or are you the hero-maker? While the question is simple, its answer has enormous implications. This topic is one of the most prevalent sales leadership issues today – one that not only damages culture, diminishes …
Are You the Hero or the Hero-Maker of Your Sales Team? Read More »
After a long, long wait… I. Could. Not. Be. More. Excited. to announce that in-person SUPERCHARGE YOUR SALES LEADERSHIP EVENTS are back! And there couldn’t be a better time as we enter this new/next (coming out of Covid) phase. Sales leaders, NOW is the time to reset our mindset, refocus our priorities, and recharge ourselves …
A Proven and Powerful Opportunity for Sales Leaders to Reset. Refocus. Recharge. Read More »
I was recently asked a great question while on a call with (an American) executive in Japan who is going through the Sales Management. Simplified. Video Coaching Series. He asked what he could do in 15 minutes per day to sharpen his acumen as a sales leader. What a great question – and one I’ve never …
4 Simple Ways for Sales Leaders to Stay Sharp in 15 Minutes Per Day Read More »
The student leaders in the phenomenal sales program at Kansas State University (read about it in Chapter 11 of Sales Truth) asked me to lead a session covering “How to Get Your First Promotion.” It was a great request that forced me to reflect back on the early days of my career and others’ successful careers …
This Exhortation to Undergrad Sales Students Applies to All of Us! Read More »
From my work with hundreds of sales teams across dozens of industries, it sure seems like these are two of the biggest challenges most sellers and sales teams face:Lack of success creating new opportunities and filling the top of the funnel (pipeline).Getting commoditized and viewed/treated as nothing more than a “vendor” instead of as value-creators, …
It’s pretty safe to assume that just about all of us in sales and sales leadership agree that we’d like to see salespeople securing more meetings with prospective customers.However, the method for HOW sellers should go about securing those meetings is an area where this is a surprising amount of disagreement. Several episodes of my recently …
I hope your 2021 is off to a fast start as we enter week four! I’m having a blast leading what feels like back-to-back-to-back-to-back virtual kickoff meetings for client sales teams. Two things for you this Monday Morning: First, my friend, sales expert Jeb Blount (who is a prolific bestselling author and “the hardest working man in …
