Nope, it’s not that your sales team hasn’t yet mastered social selling. And believe it or not, it’s not your sales process. Despite what the thousands of new purveyors of sales enablement tools tell you, that’s not the answer either. It probably isn’t even your lazy, reactive sales team who love to over-serve existing customers […]
Lame Sales Leadership from Companies, Executives and Managers is THE Problem Read More »
Salespeople face the harsh reality today that many prospects and customers treat and view them as nothing more than mere vendors. In many cases, it’s not the salesperson’s fault. The prospect’s system, buying process, or procurement department are all set up to diminish the seller’s opportunity to create value and differentiate him/herself. It’s the reality
Upgrade from Vendor to Value-Creator to Acquire New Customers and Close Deals Faster Read More »
No, this post title is not an exaggeration, and, yes, I’m aware that I have two of my own best-selling books on the market. Even so, if you sell for a living, you must read Fanatical Prospecting now. Why am I so emphatic? Instead of trying to be creative, I’m going to answer that by letting
Salespeople Need Fanatical Prospecting by Jeb Blount More than Any Book Today Read More »
It’s October, and here in St. Louis that means yet another year of post-season baseball and a drop in work productivity as much time and energy is expended talking about and watching our beloved Cardinals. I was amused reading an article in USAToday last week that the Cardinals have become the new Yankees and are now
Sales thought leader Dave Brock and I are in the homestretch of a series for sales managers we’ve been writing for OpenView Labs / Venture Partners. I was honored to contribute at Dave’s invitation, and we’ve had a lot fun sharing the straight truth about sales management, offering guidance to new managers, and attempting to
Five Blunt Powerful Sales Management Tips for the Price of One Read More »
Early last year I wrote a post about the The Joy of Coaching Top Performers, and just recently an individual who I worked with in the past came back and basically insisted that we resume his coaching. I tried to respectfully decline because I felt like I’ve shared everything I could with him over the
A Behind the Scenes Look at Coaching a Top Producing Sales Rock Star Read More »
I admit it. I’m confused. Maybe I skipped the sales leadership class the day “they” taught that publishing and distributing sales reports and rankings was no longer appropriate or politically correct sales management. Don’t goals and results go hand in glove? Hasn’t business, and particularly sales, always been about hitting your numbers? Aren’t salespeople judged
When Did Publishing Sales Reports and Rankings Become Politically Incorrect? Read More »
The title of this post isn’t meant to be rhetorical. I’m serious. If sales managers can’t coach, won’t coach, or don’t know how to coach their people, then who is? Back in the day (I have enough gray hair now to use that expression), sales managers were the ones responsible for developing their people. Many
If Sales Managers Are Not Coaching Their Salespeople Then Who Is? Read More »
I couldn’t do what I do without my support team. Mary, my virtual assistant, and eaHELP, the company that provides the service, are the MVPs of that team. Right now Mary is handling everything ranging from managing my calendar and email inbox to planning travel around my son’s soccer schedule and existing client commitments to coordinating a
I’ve Never Been More Thankful for eaHELP and My Virtual Assistant Read More »
I met Mark Roberge two years ago and immediately liked him. He’s smart, fun, engaging and passionate and opinionated about how to drive sales. And as the person (SVP of Worldwide Sales) who helped increase HubSpot’s sales by 6000% to $100 million and the company to 450 employees, I’d say he knows a thing or
A Brilliant Sales Leadership Book from the Brilliant Mark Roberge of HubSpot Read More »
