When speaking to organizations or coaching sales teams, I am quick to point out how little time most salespeople spend truly pursuing new business. In fact, depending on what I observe at a particular client, it’s not uncommon for me to boldly state that the simple reason they are not developing enough new business is
Senior Executives are Hurting Sales by Piling Too Much Crap on the Sales Manager Read More »
Earlier this week Mike Greenberg excitedly tweeted that his idol, Jerry Seinfeld, would be an in-studio guest on Mike and Mike in the Morning. I love both Greeny and Seinfeld, and as native New Yorker who’s a huge sports fan, this was about as it good as it gets for sports-talk show during Super Bowl
Words of Wisdom from Jerry Seinfeld on Life, Love, Passion and Greatness Read More »
I love talking Sales Management and New Business Development, and this fun, quick-htting interview on Joe McGonigal’s podcast was absolutely a blast. We jammed a ton of value and ideas into this brief conversation. Whether you’re a senior executive, sales leader or individual producer, you’ll be challenged and entertained. I shared blunt thoughts on topics
My oldest son is a junior in high school. We’ve been ramping up our college research, visiting campuses (free copy of my book to the first three people who contact me and correctly identify the university pictured above), and on Saturday morning he took the ACT for the first time. It brought to mind this great post Dr. Dawn
New Sales. Simplified. Goes Back to College Read More »
I spent the past week reflecting back on 2013 and reviewing plans for the year ahead. Yesterday, some dear friends provided a tour of their favorite spots in the Florida Keys. While the Lobster Rueben sandwich, beaches and chocolate dipped frozen Key Lime Pie on a stick were beyond fantastic, the sunset pictured above (taken
Year-End Questions for Sales Professionals as the Sun Sets on 2013 Read More »
At some point today a major transition will take place in my brain and heart. I’ll intentionally make the hard pivot from intense focus on wrapping up business matters to wrapping a few last gifts and then turn my attention fully toward celebrating Christmas, my family and this incredible year. Like many of you, I
Thankful and Thank You! Read More »
I wrote recently asking executives, managers and salespeople if they were moving the needle on high payoff activities or just simply busy. The piece got a lot of play and also caught the attention of the editors at Open View Labs who wanted to further explore the topic of being “Selfishly Productive.” And because this
Executives, Managers and Salespeople Must be More Selfish to Drive Improved Results Read More »
Leading the team and creating a healthy sales culture are primary responsibilities of the sales manager. Very often, I’ll ask a vice president of sales or the sales manager how often they meet 1:1 with their people. And the typical answer sounds something like this: “I am in touch with every one of my people
Sales Manager: Why Don’t You Formally Meet 1:1 Monthly with Every Salesperson? Read More »
After a crazy week of speaking, consulting and traveling amidst winter storms, I thought I’d try something new and take requests for a weekend post. Shelly Lucas, Senior Marketing Manager at Dun & Bradstreet, was first to respond with this doozie: “…would love to hear your take on whether or not paying sales commissions still makes
By Request: Pay Sales Commissions or Not? Read More »
As I work with senior executives, sales leaders and salespeople, I’ve observed a trait that is common among top-performers in all three roles: The very best executives, managers and individual contributors are Selfishly Productive. I started incorporating the description Selfishly Productive into team sessions I was leading a few months back and noticed what an impact that phrase had
Are You Moving the Needle on High Payoff Activity or Drowning in Details & Admin? Read More »