I’m finally in the home stretch writing my new book on sales management. As exciting as it was to share my first book, New Sales. Simplified., with the sales world, I honestly think that this book on sales management is even more needed today. In my early days as a consultant and coach, I mistakenly believed that I […]
Free Sales Executive Power Hour with Six Sales Leadership Experts Read More »
When asked by OpenView Labs to share my favorite sales tool headed into 2015, without hesitation and with a big smile, I boldly declared The Telephone! When asked by several organizations that were curating top sales influencers’ sales predictions for 2015, without hesitation and with no smile at all, I boldly declared that the air will finally and
The Telephone is the Most Powerful Yet Under-Valued Social Selling Tool of All Read More »
My oldest son and I just returned from two fantastic days at Butler University in Indianapolis. Several events drew us to the campus this particular weekend. There was an admitted students reception prior to Saturday evening’s basketball game against highly-ranked Villanova, and the College of Business put on a full-day program Friday offering the opportunity to
6 Powerful Sales and Culture Lessons from a Great Visit to Butler University Read More »
Where did January go? Wasn’t it just New Year’s Day? Don’t know about you, but for me, the weeks flew by. In fact, the month came and went so quickly that it scared me into sitting down to review progress against my goals for the year. And that review inspired me to write this post
The Sales Year is 1/12 Complete. Are You and Your Team on Track to Win? Read More »
It’s been encouraging to see the phone making a comeback as a new business development tool. More and more sellers are getting serious about generating their own leads as they’ve realized that, in spite of the social selling “experts” dangerous preaching that everything has changed, prospecting is not dead at all. In fact, it may
Telephone Prospecting Tip: Sell the Meeting Not Your Solution Read More »
Recently I’ve observed that many sales organizations’ sales problems are really more of a talent problem. It’s not just that they don’t have enough top-producers or true sales hunters, it’s that they haven’t done the hard work to truly define the sales roles in their business. A salesperson is not a salesperson is not a salesperson. There are as many
Do You Have Sales Hunters in Hunting Roles? (plus bonus sales DNA video) Read More »
Last month I wrote a piece critiquing salespeople wearing logo shirts I was certain would cause many to throw rocks and call me names. Turns out every social share comment was positive and it ended up as my most popular post of the month. So, what do I know? Having said that, my confidence is a bit higher that
Sales Management Challenge: Good Corporate Citizens & Team Players or Top Producers? Read More »
Happy New Year to you and your sales team! If you are feeling anything like I am, you are raring to get after it. Last week we took our traditional brief after-Christmas vacation, and while we were away I dove deep into goal setting for 2015. I got so excited about my plans and the possibilities that
Two Powerful Sales Team Leadership Success Tips from Jim Harbaugh Read More »
It’s been an incredible year! I hope you feel that way, too. Recently, I spent time with two particular clients who would agree with that sentiment. These two companies could not be more different. One is a large global organization that I’m precluded from discussing publicly (but what I will offer is that I’m glad these
Reap the Benefits of Selling with an Abundance Mentality Read More »
Here’s a second excerpt from the live web-video conversation some of my favorite sales gurus (Miles Austin, Mark Hunter, Andy Paul) and I conducted earlier this year. In this 47-second clip I challenge you to think about when you should be making sales presentations. Way too many salespeople deliver presentations way too early in the sales process. *A note to those
Sales Tip Video: Are You Presenting Prematurely? Read More »
