June 13, 2011

Sales Team Meetings – Productive or Painful?

“Let us not give up meeting together, as some are in the habit of doing, but let us encourage one another…” Hebrews 10:25 I’ve been working with several mid-size sales teams that brought the above verse to mind (albeit out of context). For a variety of reasons, none of these companies were holding any type […]

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May 27, 2011

Servant Leadership

Yesterday I was on the final leg of what had become a 20-hour journey home from Toronto. I was worn out from working hard with a new client and exhausted from too much travel. The airports were a mess from the daily pounding of severe storms and my flight home was cancelled at the last […]

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May 19, 2011

Salesperson: Hunter or Farmer?

I’m from New York, although I’ve been in St. Louis for 19 years and have lost most of the accent and some of the harsh edges. But I still like to make extreme statements – the kind that would fit as a headline for the New York Post. And I’ve learned from many consulting engagements, […]

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April 29, 2011

Mental Picture of a Sales Call

When you hear “sales call,” what mental image pops into your mind? I love going along on sales calls with my clients. I always learn a ton, it’s fun being the extra person in room and I get some great fodder for future coaching content. It is amazing how the salesperson’s mental picture of how […]

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