I have the pleasure of coaching and working with some of the world’s most experienced and skilled sales teams, often tackling the largest of opportunities. I also see the new generation of sales professionals developing…
Welcome to 2022! As a Sales Leader, you hopefully have your business goals mapped out, your business plan completed, and are charged up for the new year. If you do not, that is an issue,…
"Everything you've ever wanted is on the other side of fear." I love this quote – I try to remind myself of it on a frequent basis. It jolts me a little when I realize…
The pandemic has tested the capabilities of practically every leader on the planet, but perhaps none greater than Sales Leaders. With selling and working mostly virtual now, Sales Leaders have been forced to step up…
There is a secret to building relationships and connection with people, which lends itself to successful selling. Many do not learn it until later in their career, if at all. The secret to connect with…
Welcome to 2021! Let us put 2020 behind us and make this year successful. Read about four simple habits you can focus on to take advantage of the challenging world of virtual sales.
2020 is finally ending! The new year offers an abundance of opportunity if we are willing to focus on new approaches, become more daring, and refuse to accept anything less than success.
How do you become the best of the best in your sales career? In this article, we give you four key areas of focus which will enable you to move ahead of the pack.
Half of the American workforce today is under 40 years old and are expected to change jobs far more often. What are we doing as sales leaders to retain the best talent in this group?
The anxiety and uncertainty caused by our new reality has created a lack of personal and professional momentum. Recapture your passion, commitment, and direction with secrets used by elite military, business leaders, and top performers.
There has been quite a bit written about mission statements and goal setting, and perhaps just as much being ignored or abandoned. We may think about it and write down a few items but soon…
Happy New Year! If you are like many sales professionals, you are thrilled to have survived the end of 2019 madness, and you are ready to jump into 2020! However, if you have growth targets…
Prior to the rapid growth of the virtual sales organization, many of us grew up in the environment of the “sales floor” with all salespeople in close proximity. Typically, everyone could hear each other’s calls.…
How to best build superior business sales relationships has changed markedly over the last few decades. What has not changed is the sales theory that superior relationships can overcome a number of other weaknesses. I…
Sales Leaders today are typically so busy responding to internal company requests, overall management of their team, and even selling or talking to clients that coaching their people falls into the “if I had more…
I first wrote about a trend I saw in Sales Leadership in 2014, and now, five years later, its reached epidemic proportions. It’s called “Whack-a-Mole Management.” You remember the arcade game. The moles would pop…
There is a saying, “If you’re the smartest person in the room, you’re probably in the wrong room.” Unfortunately, we all fall into the trap where we rely on our experience and position to, perhaps…
The saying, “Insanity is doing the same thing over and over and expecting different results” is widely attributed to Albert Einstein. Those of us in Sales and Sales Leadership have related to that quote at one point…
So many companies publicly state, “people are our most important asset.” If you transparently discuss this with most salespeople, you’ll quickly learn they don’t believe it. The harsh reality is there has been an increasing…
Distinguishing yourself as a great sales coach, one who can help your team exceed its goals, is directly related to your ability to get into your groove, or flow, as a coach. Mihaly Csikszentmihalyi, who…
The business-to-business sales profession is rapidly changing and evolving. Working in more complex environments with sophisticated solutions demands more business acumen, a greater understanding of personal client agendas, knowledge of proposed client outcomes, and a…
As we put the holiday parties, champagne and extra calories behind us many of us are looking forward to a financial win in 2019. How will you RISE above your sales targets from last year?…
As we move into a new year, there is always excitement and hope for what is to come. We look ahead with aspirations for 2019. Yet we remain aware of the volatility in today’s ever-changing…
Competing for Attention We all clearly understand how the balance of power has shifted significantly in the last decade from seller to buyer, driven by the power of information and knowledge. To compound that power…
The Olympics are like Sales I don’t know about you, but I loved the 2018 Winter Olympics! It is a perfect analogy for success in the sales profession. Each Olympic athlete understands the psychology of…
Many may argue, but it has been said that the first line sales manager role within the technology industry is the toughest job there is. For many, this opportunity is their first venture into a…
Revenue Storm is excited to share the findings of an online sales survey. This was conducted by RevXL, LLC with Lon Cunninghis, an independent contractor. The survey polled US-based Vice Presidents of Sales from 19…
Everything you want is on the other side of fear. Unfortunately, we all have moments of fear, doubt, or anxiety that keeps us from performing at our very highest levels. Interestingly enough, over-achievers may experience…
Take the “I think, therefore I am” statement, posed by philosopher Rene Descartes, a step further. Your subconscious mind will direct your energy to success, mediocrity, or failure, depending on your focus. Many of us…
There is a secret formula to consistently exceed your sales goals, but as you might expect, it is not easy. The good news is that most people could do it, if they chose to. Set…