Yes, I’m speaking as part of HubSpot’s fantastic lineup for INBOUND SALES DAY – this Wednesday. And you are right that this is an unusual appearance for me. I typically decline when invited to participate in events featuring a long list of sales gurus, and you are correct in thinking that I’m known more as a …
Salespeople are often sloppy, particularly when it comes to structuring and conducting initial/discovery sales calls. What’s perplexing is how many sellers simply take for these hard-earned customer/prospect meetings for granted. Today, it takes so much effort and energy to secure a meeting with a key prospect, yet salespeople don’t prep or plan anywhere near as much …
I love a warm lead as much as the next guy. And we can all certainly understand why most salespeople start at the bottom of their sales funnels and work their way up. That is the default mode of most sellers, right? They start their sales day by obsessing over the hottest deals in the pipeline …
This Wednesday I’ll be the guest of sales performance expert Dave Stein on his Sales Executive Webinar Series for Sales & Marketing Management Magazine. If the title of this blog post intrigues, angers or interests you, click here for more info and to register. And since you are here already, let me encourage you to take two minutes …
I had an experience with one of my client’s top salespeople that prompted me to break out a favorite Princess Bride quote. Like many of you, I’m tired of hearing from today’s nouveau sales experts that prospecting is Dead; that it’s foolish and stupid to even think about picking up the phone to proactively call a prospect …
I’ve been noticing how little time executives and salespeople actually spend on their highest-value activities and stated priorities. It sounds silly and it’s certainly nonsensical. If something is a major objective, a priority, or deemed highly-valuable, how in the world does it end up getting less of our time and focus? Even as I typed and now reread that last …
Experience the Transformative Power of Focus (with my guest expert, Les Hewitt) Read More »
I didn’t want to write Sales Management. Simplified. I was compelled to write it because of what I was observing in company after company with less than optimal sales results: frustrated executives, overwhelmed, overworked sales managers, and underperforming, confused, poorly led salespeople – many of whom working in anti-sales cultures. To say that I’m glad I …
I love talking New Sales and this incredible interview just posted by Doug Burdett (The Marketing Book Podcast) may be my favorite conversation yet! If you sell in any capacity, lead a sales team, or you’re an executive in a company that needs more New Sales, please invest the time to listen to this powerful conversation. …
My Best Practical Tips to Drive NEW SALES in This Powerful Podcast Read More »
Last week I had the privilege of joining a company’s management team and key salespeople for their annual leadership retreat held in Blowing Rock, North Carolina. I was impressed with and energized by this company’s leaders and its culture from our first interaction. It was fun working with them to prep for the full-day session they asked …
7 Valuable Highlights from a Client Sales Leadership Retreat Read More »
I get asked to review more books than I can possible get to, but when the one and only Keenan launched Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You, I immediately headed to Amazon to grab a copy. If you don’t know or follow Keenan (yes, he has a first …
Not Taught: An Irreverent, Relevant, Bold Wakeup Call from Jim Keenan Read More »
