Not sure why it took working full-time for 35 years before pulling the trigger to make this happen, but I am so thankful that I finally listened to advisors, mentors, friends, and peers telling me to do it. I recently completed my first-ever sabbatical. 30 days off… The entire experience was wonderful, instructive, life-giving, convicting,
Looking for a post on a particular topic? Search here:
I couldn’t do what I do without my support team. Mary, my virtual assistant, and eaHELP, the company that provides the service, are the MVPs of that team. Right now Mary is handling everything ranging from managing my calendar and email inbox to planning travel around my son’s soccer schedule and existing client commitments to coordinating a
I met Mark Roberge two years ago and immediately liked him. He’s smart, fun, engaging and passionate and opinionated about how to drive sales. And as the person (SVP of Worldwide Sales) who helped increase HubSpot’s sales by 6000% to $100 million and the company to 450 employees, I’d say he knows a thing or
It’s fashionable today for salespeople, particularly underperforming salespeople, to complain that they’re being micromanaged. In fact, many underperformers become master manipulators as a defense mechanism. As soon as managers get anywhere near sniffing around their activity level, these struggling sellers play the micromanager card. In my upcoming book, Sales Management. Simplified – The Straight Truth About Getting Exceptional Results from Your
Readers, be warned. I am angry and frustrated from seeing way too many initial/discovery sales calls/meetings that are supposed to be dialogues turned into presentations. Point to all the insight selling data you want. Quote the (great book) The Challenger Sale all day long. Yes, we need to bring value to sales calls and be prepared
What a great week! We’re having unseasonably pleasant weather for STL in July, and what fun the MLB Home Run Derby and All-Star game were. Speaking of all-stars, I recently had the privilege of spending a few days at a mutual client with Anthony Iannarino, one of the biggest all-stars in the sales improvement business. I
Since returning from vacation, it’s been a whirlwind… kicking off a handful of new consulting clients, wrapping up a longer-term engagement, and leading New Sales. Simplified. workshops in several cities across North America. In my last post I promised to share the real-world sales issues I’m seeing and tackling in various companies. While these clients
I returned from our family vacation and my annual e-sabbatical to a packed calendar, a long to-do list, and some intense client meetings. Like many of you have experienced, after a few days back to work, I began to wonder how long the benefits and battery recharging from vacation would last! For those who regularly
I’m not gloating, but it is certainly a relief to see the social selling charlatans backpedaling a bit as their magic potion isn’t the be-all and end-all they promised. Amazing isn’t it? Everything has not changed. The sun still rises in the east, the Cardinals are in first place in the NL Central, and top-producers
Professionals practice; amateurs wing it. When it comes to sales, which are you? Look at how many swings pro golfers make on the practice range compared to the number they take in a tournament. Or how about the number of swings or ground balls a major league ballplayer takes before every game? I have no clue
Every executive and every sales leader craves a high-performance sales team. For that matter, every legit A-player salesperson wants to be part of a winning sales team. What’s unfortunate is how rare it is to find the type of sales leadership and a truly healthy sales culture that promotes and sustains long-term high-performance. My friend, sales guru
Sometimes the solution to our sales problem is so simple that we can’t see it. I am pretty sure that this is one of those cases. What We Want We (sellers and sales leaders) ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities. What We Typically Do Unfortunately, most of us in
Sales Friends, I get it. We want to be liked. We want to be seen as responsive. We want to show customers that we care and that we listen and that we can follow instructions… All of those things are wonderful. But there’s just one little problem: very often defaulting to our prospect’s (or their
This is Trevor. He’s the senior executive of a company he founded in the UK. He’s also an amazing human being. I think it is fair to say that after the few days we just spent together at our Supercharge Your Sales Leadership event in Atlanta, our relationship crossed from client-coach to friends. The way
