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 »
The title of this post isn’t meant to be rhetorical. I’m serious. If sales managers can’t coach, won’t coach, or don’t know how to coach their people, then who is? Back in the day (I have enough gray hair now to use that expression), sales managers were the ones responsible for developing their people. Many …
If Sales Managers Are Not Coaching Their Salespeople Then Who Is? Read More »
Readers, be warned. I am angry and frustrated from seeing way too many initial/discovery sales calls/meetings that are supposed to be dialogues turned into presentations. Point to all the insight selling data you want. Quote the (great book) The Challenger Sale all day long. Yes, we need to bring value to sales calls and be prepared …
Bad Things Happen When You Turn Discovery Sales Calls into Presentations 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 »
In many businesses, it’s not easy to secure an appointment with a target prospect. The initial sales call is a big deal. Because we worked so hard to get there, it’s critical that we bring our A-game. For coaching and content-building purposes, I’ve gone along on a few calls lately as the extra man. I probably …
Plan Your Sales Calls (key word: “Your”) – Part 1 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 …
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 »
