I am tired of seeing salespeople flailing, failing and whining, quoting morons and false teachers, executing horrendous sales process, acting like amateurs, and shooting their own sales effort in the foot. The list below stemmed from a twitter rant several years ago where I reeled off consecutive tweets proclaiming what I wish salespeople would STOP doing …
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 »
How much time and trouble would we save each other if we all committed to being 100 percent truthful 100 percent of the time? It’s a crazy thought, but when you really think about it, it is amazing how often we don’t tell people the truth. Sometimes we are scared. Sometimes just too nice. Or …
Life is Too Short and the Stakes are Too High Not to Tell the Truth Read More »
It’s October, and here in St. Louis that means yet another year of post-season baseball and a drop in work productivity as much time and energy is expended talking about and watching our beloved Cardinals. I was amused reading an article in USAToday last week that the Cardinals have become the new Yankees and are now …
Sales thought leader Dave Brock and I are in the homestretch of a series for sales managers we’ve been writing for OpenView Labs / Venture Partners. I was honored to contribute at Dave’s invitation, and we’ve had a lot fun sharing the straight truth about sales management, offering guidance to new managers, and attempting to …
Five Blunt Powerful Sales Management Tips for the Price of One Read More »
Early last year I wrote a post about the The Joy of Coaching Top Performers, and just recently an individual who I worked with in the past came back and basically insisted that we resume his coaching. I tried to respectfully decline because I felt like I’ve shared everything I could with him over the …
A Behind the Scenes Look at Coaching a Top Producing Sales Rock Star Read More »
Recently I’ve observed that many sales organizations’ sales problems are really more of a talent problem. It’s not just that they don’t have enough top-producers or true sales hunters, it’s that they haven’t done the hard work to truly define the sales roles in their business. A salesperson is not a salesperson is not a salesperson. There are as many …
Do You Have Sales Hunters in Hunting Roles? (plus bonus sales DNA video) Read More »
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 »
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 »
