“Pick me up at the airport and you can brief me about the client on our way to the meeting.” As a sales leader, have you ever asked one of your salespeople to do this?…
Getting an audience with client executives is an increasing challenge these days. Learn how to help your sales team develop BOLD ideas to gain executive access and elevate their reputation with clients using “creative disruption.”
Do you want to move deals faster through the funnel? Create a greater probability of success? Put more wins on the board? Then consider establishing a coaching flow and help stop the Value Proposition madness!
Fellow Leaders and Coaches, let’s face reality…. When most salespeople are asked into a coaching session or sales deal review, their normal state of mind is, “How can I get through this meeting with the…
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.…
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 way to immediately become a better Sales Leader, but it requires practice and diligence. It can be summarized in one word – evidence. As Sales Leaders, we are overloaded with too many…
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 key to victory is not defeating the enemy but defeating the enemy’s strategy. Therein lies his vulnerability. ~SunTzu In order to understand your competitor’s strategy, there are 5 things you must know in every…
I recently had the pleasure of participating in a client’s coaching conference with more than 180 sales leadership executives in attendance. The focus was on creating a winning competitive sales culture through the adoption of…