There is a time to plant and a time to harvest. There is a time to work incredibly hard and a time to relax. And hopefully not very often, there is a time to be ill. Last week I went down hard. Turned out to be pneumonia. I am thankful for great docs, effective meds, […]
Strategic Target Accounts, Nurture Marketing, Faith and Pneumonia Read More »
My kids return to school today. And it’s a good thing. Not sure about you, but I’ve had enough of summer. Loved our vacations. Enjoyed the family time. The relentless heat, not so much. The fact that the only things still growing in our once-lush lawn are crabgrass and nuts-edge truly angers me. Even more
Get Ready for the Selling Season Sprint Read More »
I love sales calls. I love making them, going along with others, observing, reflecting and writing about sales calls. If I was to take a swag at the number, I’ve probably observed (as either a sales exec. or a coach/consultant) 170 salespeople on approximately 1000 sales calls. That’s a lot of data and even more fodder
What I Learned From A French-Speaking Sales Rock Star Without Understanding A Word Read More »
I had planned to write about what I learned during an amazing day in the field with a French-speaking salesperson, but a few recent conversations pushed that post back a few days. I got all charged up speaking with Spencer Jackson from Houston. Spencer is a new friend from Linkedin and he attended a webinar session
The Danger of Proposing Too Early In The Sales Process Read More »
I was thinking back to college the other day. It struck me that I’ve been out of school for as long I was in school (22 years each). And then I was reflecting on how great semester breaks were. The month off around Christmas and the long summer. There was always an opportunity to rest,
Value of Vacation: Rest, Read, Recharge, Retool Read More »
“Let us not give up meeting together, as some are in the habit of doing, but let us encourage one another…” Hebrews 10:25 I’ve been working with several mid-size sales teams that brought the above verse to mind (albeit out of context). For a variety of reasons, none of these companies were holding any type
Sales Team Meetings – Productive or Painful? Read More »
Yesterday I was on the final leg of what had become a 20-hour journey home from Toronto. I was worn out from working hard with a new client and exhausted from too much travel. The airports were a mess from the daily pounding of severe storms and my flight home was cancelled at the last
Servant Leadership Read More »
A few clients have recently asked me to interview candidates for new business development sales positions. I love interviewing people. It’s a fascinating experience and a challenge. I have found that many executives have a hard time identifying successful sales hunters. They approach the interview with certain biases and seem to fall easily for the
Two Killer Interview Questions for Sales Hunters Read More »
My mentor and former sales manager used to declare that sales is as much a matter of the heart as it is about the head. I had planned to post some fresh sales content last night, but watching the situation in Japan messed up both my mind and my heart. Seeing your house collapse or
It’s not your fault. You didn’t do anything to cause it. The waters were poisoned way before you got here. Other morons messed it up for us and we get to live with the consequences. Prospects (buyers) have an automatic, almost instinctive reflex reaction to salespeople. And it’s not a positive one. You know exactly
Preventing The Buyer’s Auto-Reflex-Salesperson-Resistance Mode Read More »
