After spending ten weeks on the road in Q1 (mostly doing sessions for sales kickoff meetings), it’s great to be back home. I’ve been looking forward to some office time, catching up with clients, and the chance to finally put together a handful of new engagements. It’s only midday Tuesday and I just wrapped up
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I had a great, energizing, productive and life-giving week, and hope you did, too. Thursday I led a full-day session covering the major themes from New Sales. Simplified. for a client’s BD team, and then spent Friday in 1:1 coaching sessions with many who attended on Thursday. The individual sessions were as unique as I’d ever experienced
I love almost every aspect of what I do in my business. But beyond all, my absolute favorite thing is getting to work with top-producing sales stars. Don’t get me wrong; they’re not always easy. Many are demanding, high-maintenance and supremely confident in their approach. And all of them are incredibly selfish with their time.
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
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
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
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
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
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
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
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
