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:
Time flies. It is hard to believe it’s been five years since the release of Sales Management. Simplified. To THANK SALES LEADERS for making it the best-selling, most reviewed, and most highly-rated sales management book of the past five years, we’re throwing a massive 5th Anniversary Celebration to celebrate… sales leaders! SALES LEADERS are the key –
Last week I led a full-day workshop for a sales team that was challenged to transition from living as “service reps” who served customers and maintained their territories into proactive sellers focused on revenue growth. Let’s just say that it was a fun assignment and it had been a long time since I had the
Even if you’re not a baseball fan or didn’t see the final World Series game last week, there was a simple, yet colossal, lesson for anyone who manages people:It’s important to see things (observe your people working) with your own eyes!To the horror of baseball fans across the country, Tampa Bay Rays’ manager Kevin Cash
A client executive recently asked for some language to help new salespeople grasp the importance of pipeline self-accountability and accountability to sales management. After seeing the exec’s appreciation for what I suggested, I had the thought that this simple, straight forward advice might be helpful to you, as well. So, whether you’re a sales leader
Happy Friday and I hope this has been a great week for you. We’ve been blown away by the response to our new course, YOUR SALES STORY! It’s a thrill getting this type of feedback from sellers and sales leaders who have already gone through the modules and are experiencing the benefits from sharpening their most
Nothing will increase your sales effectiveness faster than sharpening YOUR SALES STORY. The “Sales Story” is my single favorite sales topic, the basis of the most popular chapters in my bestselling books, and the single most requested topic when I speak to sales teams, because… When YOUR SALES STORY is great, everything in sales becomes easier!Your confidence
Sales is hard, and as someone who’s sold many different products and services in a variety of industries, I can tell you first-hand that it is even harder when you lack confidence because your messaging is weak. Confidence is a very significant component of sales success, and when you are not confident in your messaging (YOUR
Welcome to WordPress. This is your first post. Edit or delete it, then start writing!
Your messaging, what I often refer to as the “Sales Story,” is your single most important sales weapon because pieces of your story end up in all your other weapons – prospecting call outlines, voicemails, emails, social media profiles and messages, discovery meetings, presentations, and proposals. YOUR SALES STORY is always critical to your sales success and
Salespeople struggle with prospecting for many reasons – a bad attitude, lack of confidence, poor calendar management, accepting the first “no,”, listening to fools preaching that the phone is dead, giving up too soon, etc. While those shortcomings certainly reduce a seller’s effectiveness, there is an even more deadly sales sin that destroys our chances
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
