Author Archives: Mike

January 1, 2011

Making the Leap & Returning to My Calling

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 […]

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December 21, 2010

Sales follows Strategy

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 […]

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November 30, 2010

Your Old Friend The Phone: Keys to Calling & “Magic Words”

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 […]

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November 19, 2010

Equip The Sales Team To Execute & Win

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 […]

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November 12, 2010

Ingredients for Sales Success (guest post)

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 […]

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November 1, 2010

Second Thoughts on Randy Moss – Eating Humble Pie

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 […]

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October 23, 2010

Sales Leader: Multiplier or Diminisher; Hero or Hero-Maker?

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 […]

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October 18, 2010

Redeeming The PowerPoint Presentation

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 […]

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October 12, 2010

“Presentation” – Why I Hate That Word!

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 […]

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October 7, 2010

Trading Randy Moss, Really? Are You Sure?

As a huge football fan who makes his living leading a sales organization, I am truly intrigued with the news today of the Patriots trading away Randy Moss. I follow the NFL, drive to work listening to Mike and Mike on ESPN Radio and am struggling to remain humble with my fantasy football team at […]

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