July 15, 2021

6 Focus Areas to Maximize Second-Half Sales Results

Greetings from Seat 2A. I’m departing PHX after leading a sales management session in Scottsdale for a large company. My thoughts are still racing from this full-day session and I can’t get the interaction with these hungry sales managers out of my mind. As I replay the highlights of the workshop and these managers’ takeaways, I’m […]

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June 24, 2021

Are You the Hero or the Hero-Maker of Your Sales Team?

In this new episode Mike confronts sales leaders with this very straightforward question: Are you the hero of your sales team or are you the hero-maker? While the question is simple, its answer has enormous implications. This topic is one of the most prevalent sales leadership issues today – one that not only damages culture, diminishes results, and derails […]

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February 27, 2021

A FIX for two of your biggest sales challenges (lack of new opportunities and getting commoditized)

From my work with hundreds of sales teams across dozens of industries, it sure seems like these are two of the biggest challenges most sellers and sales teams face:Lack of success creating new opportunities and filling the top of the funnel (pipeline).Getting commoditized and viewed/treated as nothing more than a “vendor” instead of as value-creators, […]

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February 22, 2021

6 Practical Tips to Power-Up Your Prospecting

It’s pretty safe to assume that just about all of us in sales and sales leadership agree that we’d like to see salespeople securing more meetings with prospective customers.However, the method for HOW sellers should go about securing those meetings is an area where this is a surprising amount of disagreement. Several episodes of my recently […]

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