We all recognize how important forecasting calls are. Without them, how can we successfully call the number? The challenge is that most often, the time spent on the forecasting calls is “weighing the pig” or “priming the sunshine pump.” We spend a tremendous...
“I am not in sales.” That was the gist of a recent response I received when working with a customer of ours. I was doing a follow up to a leadership workshop and some one-on-one coaching. In our conversation, she was truly convinced that, in her role as a Partner...
Visualization, we all do it to some degree. But, some of us do it intentionally and some by accident. Those that can control and manage visualization can overcome great obstacles and create amazing success in their personal and professional life. Professional athletes...
As 2017 draws to a close, salespeople everywhere are focusing on how we can close deals to meet quota or hit accelerators and overachieve. What is the key to achieving these goals? It’s all about qualification! How can you effectively test your deals to ensure they...
How can we successfully evaluate a sales person’s ability vs. their territory? Why is one rep more productive vs. another, is it their accounts, their patch of dirt, or their abilities? As leaders we can measure our rep’s success by viewing them through a...
What could we possibly mean? Look, let’s talk about how we elevate our game as sellers and marketing folks. I love it when I hear about the new ‘bright and shiny object’s gravitational pull”. Attention grabbing headlines draw teams to the “new” thing and we need to...
We’re over a week into the New Year. By now, you probably have a good idea of where you want to end up in 2017, but do you know how to get there? The following are some tips and tools to help you actualize your goals and expectations for the year: Decide exactly what...
With the New Year, many of us are in planning and goal setting mode. This is the time we take stock of our territory, account, financial, and personal sales goals. We begin each year with the best of intentions – focusing on the basics: better responsiveness, enhanced...
We’re driving down the final stretch. It’s crunch time for most sales and sales leaders. The quarter, and in many cases, the year is riding on the next three months. How many times have we seen customers hit the pause button? They ask for a larger discount since...
Isn’t it funny how things seem to happen at the same time? It’s like when you buy a car, you suddenly see it everywhere you go. I recently wrote a post about one of the worst sales calls I’ve ever experienced. Scroll down to the comments – they say it all. Last...
