Last week I announced that I made the leap to return to full-time sales coaching/consulting. I’ve been overwhelmed by the positive response and am incredibly appreciative of all the good wishes and support. So, THANK YOU! In the post I shared that I not only had more fun, but felt I was more effective creating …
Creating Significant Sales Lift – More Effective From The Outside? Read More »
I just walked from a great job as head of sales where I was well-liked and appreciated. It feels kinda like I opened the door and jumped from a perfectly fine airplane. It seems crazy. When I share the news, many say things like “that takes a lot of courage,” while others offer congratulations. I …
There are a lot of under-performing sales teams today. For good reason, senior executives are concerned about sales results and I’m hearing many good questions about appropriate sales talent, sales deployment, sales compensation, sales activity, sales skills. All fair game and stuff that we sales improvement guys love to take on. But as I’ve pulled …
There’s been plenty written debunking the Sales 2.0 myth that you don’t need to make proactive telephone calls to prospects. I think we’re all past the failed fantasy that tweeting about our value-creating blog is going to produce the quantity of face to face meetings we need. And let me be clear, I am ALL …
Your Old Friend The Phone: Keys to Calling & “Magic Words” Read More »
One common reason many salespeople fail at new business development is because they’re always “waiting on the company.” Waiting for new marketing materials. Waiting for more training. Waiting for leads. Top-performing hunters don’t wait; they act. They pro-act (my word). They believe like I do that Sales is a Verb and top-performers aren’t waiting around …
Guest Post by Mike LaTella Ask anyone what it takes to be successful in sales and you are liable to hear a string of positive character attributes such as outgoing, attractive, funny, persuasive, interesting, and even charismatic. This leads many to believe that the recipe for sales success includes a base of great personality, two …
I was wrong. I loved watching syndicated reruns of Happy Days after school. The Fonz had the cool motorcycle, the girls, the leather jacket. But there was one thing he couldn’t say: “I was wrr… I was wron…” He never could get it out. I’ve got plenty of issues, but admitting when I’ve blown it …
Second Thoughts on Randy Moss – Eating Humble Pie Read More »
Our executive team attended Verne Harnish’s Gazelles Fortune Growth Summit this week. It’s a few days of drinking from the fire hose, listening to some of today’s best business minds and hottest authors. As usual, Verne – aka The Growth Guy, delivered an outstanding lineup of speakers and we left the Summit energized to implement …
Sales Leader: Multiplier or Diminisher; Hero or Hero-Maker? Read More »
It’s Not About You – #4 Yes, I hate the word Presentation. But at the right time, structured the right way, a killer sales presentation is one of our most powerful weapons. And a killer presentation is a lot more about the prospect and their issues than it is about you and your solution. We’ve …
It’s Not About You – #3 We all have certain words that cause a negative visceral reaction when we hear them. Mine include cancer, child abduction and rosemary (that most heinous herb responsible for destroying otherwise fine dishes). I’m sure your words are coming to mind now. In sales, the word I most hate is …
