March 15, 2011

A Time To Reflect

My mentor and former sales manager used to declare that sales is as much a matter of the heart as it is about the head.  I had planned to post some fresh sales content last night, but watching the situation in Japan messed up both my mind and my heart. Seeing your house collapse or […]

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February 28, 2011

Do You Love Your Sales Story?

Story telling is an important life skill. We all love to hear a great story. Our kids spend endless hours in grade school learning how to draft, write and edit stories. We’re drawn to people that have great stories or are wonderful story-tellers. So why have businesses and salespeople, for the most part, become so […]

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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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