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 love the NFL. My boys and I are rabid fans and each of us is the commissioner of our respective fantasy football leagues. The NFL is masterful at marketing its product. NFL.com, the NFL Network, and the ADD fan’s best friend, the RedZone Channel, are all incredible. But as much as I love all
I have been troubled recently observing sales reps taking a subservient and overly respectful posture when engaging prospects and customers. A few reps in particular sounded completely overmatched in conversations on the phone. And I have seen the same occur during face to face meetings as well. Three weeks back I tweeted something provocative about it
Last week OpenView Labs published their list of the Top 25 Sales Influencers for 2012. I am thrilled, honored and humbled to be included alongside these powerful thought leaders. My sincere thanks to OpenView for the recognition. Let me take this opportunity to publicly thank two people who significantly contributed to my presence on this
Mindset matters. Golfers visualize the perfect shot before addressing the ball. As my sons leave the on-deck circle headed toward home plate for an at-bat, I always say the same thing, “line drive buddy, line drive.” What we believe makes a difference in how we behave. Recently I’ve found myself tackling “prospecting mindset” with several
One year ago I publicly announced my leap of faith and return to full-time consulting. 2011 turned out to be a fantastic year and surpassed every expectation I had for my practice. For that, and for the family, friends, clients, colleagues, followers and readers who helped make it so, I am grateful beyond description. We
As we wind down 2011, I’ve got a few thoughts about keeping the RPMs (engine speed) up in our sales cars. It takes a lot of energy to establish an effective new business development sales attack. We strategically select target accounts, create sales weapons, and we plan the attack. It takes time to work our way into
My clients’ businesses run the gamut from from leading edge technology consulting all the way to simple old-school product distribution. I love helping to drive new sales across this wide spectrum of business types, and more often than you’d think, I end up tackling the very same issues in very different businesses. Earlier this year
Dave Brock is a friend and someone I look up to as one of the true sages in the sales world today. (Find him on twitter @davidabrock and check out his great blog Partners in Excellence). Dave wrote the foreword for Jack Malcolm’s recently revised and enlarged Bottom-Line Selling: The Sales Professional’s Guide to Improving Customer
There are a lot of companies not making their sales numbers. Often, senior executives will suggest a lack of sales talent, specifically sales hunters, as a common reason for the shortfall. I understand that line of thinking and would concur that while we have an abundance of account managers in sales roles today, there is
Too few of us appear to be in control of our calendars. Smart phones and perpetual connectivity have turned many of us into addicts. Solitude is so seldom practiced that the thought of being alone and unreachable, even for an hour or two, makes us twitch. As a coach and consultant, I continually see sales
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
