Last month I wrote a piece critiquing salespeople wearing logo shirts I was certain would cause many to throw rocks and call me names. Turns out every social share comment was positive and it ended up as my most popular post of the month. So, what do I know? Having said that, my confidence is a bit higher that …
Sales Management Challenge: Good Corporate Citizens & Team Players or Top Producers? Read More »
Happy New Year to you and your sales team! If you are feeling anything like I am, you are raring to get after it. Last week we took our traditional brief after-Christmas vacation, and while we were away I dove deep into goal setting for 2015. I got so excited about my plans and the possibilities that …
Two Powerful Sales Team Leadership Success Tips from Jim Harbaugh Read More »
This may seem like a silly question: Who owns your calendar? If it’s your calendar after all, then you own it. Right? Well, based on what I see with way too many sales managers and salespeople, not exactly. I am continually amazed (which is probably an oxymoron because I really shouldn’t be “continually amazed” by the same thing) how …
Greg Lhamon and I were talking sales, leadership, productivity and baseball recently. His passion and insight prompted me to ask him to guest post here. Enjoy: My best salespeople are fearless communicators. They know how to work a room. They’re great conversationalists. They laugh easily. They have an insatiable curiosity that leads them to ask …
Six Ways You Can Instill a Sense of Urgency in Your Sales Team – Guest Post Read More »
I get asked to read and review a lot of books. I’m not always able to, but love to sharpen my sword, learn new info, and help out an author when I can. If anyone appreciates the power and influence of book reviews, it’s me! Months ago I received a box in the mail from …
EDGY Conversations from Dan Waldschmidt – Powerful, Helpful, Different & Much Needed Read More »
I was talking sales talent with A-Player expert and talent guru Eric Herrenkohl when he shared this story with me. It was so valuable that I asked him to capture it in writing for a guest post here: Jim is a high-powered CEO with terrific natural sales ability. Clients and prospective clients alike love to have him …
Stop Fooling Yourself into Bad Sales Hires – (Guest Post from A-Player Talent Guru) Read More »
I had a great, energizing, productive and life-giving week, and hope you did, too. Thursday I led a full-day session covering the major themes from New Sales. Simplified. for a client’s BD team, and then spent Friday in 1:1 coaching sessions with many who attended on Thursday. The individual sessions were as unique as I’d ever experienced …
Stop Checking Email in Bed and Take Back Your Early Morning and Your Calendar Read More »
When speaking to organizations or coaching sales teams, I am quick to point out how little time most salespeople spend truly pursuing new business. In fact, depending on what I observe at a particular client, it’s not uncommon for me to boldly state that the simple reason they are not developing enough new business is …
Senior Executives are Hurting Sales by Piling Too Much Crap on the Sales Manager Read More »
Earlier this week Mike Greenberg excitedly tweeted that his idol, Jerry Seinfeld, would be an in-studio guest on Mike and Mike in the Morning. I love both Greeny and Seinfeld, and as native New Yorker who’s a huge sports fan, this was about as it good as it gets for sports-talk show during Super Bowl …
Words of Wisdom from Jerry Seinfeld on Life, Love, Passion and Greatness Read More »
I love talking Sales Management and New Business Development, and this fun, quick-htting interview on Joe McGonigal’s podcast was absolutely a blast. We jammed a ton of value and ideas into this brief conversation. Whether you’re a senior executive, sales leader or individual producer, you’ll be challenged and entertained. I shared blunt thoughts on topics …
