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 »
Every once in a while we see something special. In 1980 I was thirteen and I can remember watching the winter olympics on a little black and white TV in my basement bedroom. After we (sorry Canadian and European friends), beat the big bad Soviet Union (remember the CCCP on their jerseys?), I forced my …
This past year I’ve consulted and coached more companies with territory manager sales forces than is typical. While personally I gravitate more toward hunting and new business development, I still love working with territory sales teams and salespeople who manage existing relationships. But recently, I am seeing several disturbing trends among many who manage territories. …
The Sales Milk Run and Other Behaviors Killing the Results of Territory Managers Read More »
I’m in the midst of a month of hard sales leadership conversation after hard sales leadership conversation. It seems like in company after company we are tackling big topics and doing the necessary heavy lifting. Oh, I am not complaining. I am happy to do it, particularly because I know from experience that very often, …
Like most of you, I am tired of of hearing about the “Fiscal Cliff,” and extremely aggravated with our elected officials in Washington D.C. It’s probably also safe to assume you don’t need to read yet another blog post about New Year’s Resolutions. So let’s do something more productive, and, certainly, more enjoyable. Let’s talk …
What We Can Learn from Peyton Manning – the Consummate (Sales) Professional Read More »
At the risk of really aggravating the people who buy my services (senior executives, CEOs, owners of mid-size businesses), I need to share this strong message: Very often, a sales problem is not solely a sales problem. Said differently, when sales results, especially new business development sales results, are not what they should be, don’t just …
Mr. CEO Please Do Your Job so Those of Us in Sales Can Do Ours! Read More »
There’s a lot of talk about “niceness” today. Employees are often judged on whether they play nicely with others or what kind of team member they are. Listen, I’m all about culture, and I love being part of a team – a winning team. But everyday I see supposed sales killers choosing to play good corporate …
Stop Playing Corporate Nice Guy and Start Being Productively Selfish with Your Time Read More »
We hear it all the time. “This is a relationship business.” Or, “It’s all about the relationship.” I’ll ask someone about their selling style, and quite often, the proud reply is “I’m a relationship salesperson.” Those answers sound good and are usually accepted at face value. But you know what my experience shows – particularly …
Are You Too Relational to Thrive in New Business Development Sales? Read More »
I’m not a big NBA fan and never intended to do back-to-back posts using sports analogies. But this whole story about Jeremy Lin is too incredible and captivating to pass up. If you haven’t heard about Linsanity (where have you been?) just do a search and read a few articles to get up to speed. It’s …
Jeremy Lin and Linsanity Should Motivate the Salesperson on the End of the Bench Read More »
There are a lot of companies not making their sales numbers. Often, senior executives will suggest a lack of sales talent, specifically sales hunters, as a common reason for the shortfall. I understand that line of thinking and would concur that while we have an abundance of account managers in sales roles today, there is …
Why Are the Precious Few Sales Fisherman (Hunters) Cleaning, Cooking & Doing Dishes? Read More »
