Be a Lighthouse in the Storm

Be a Lighthouse in the Storm

We’re now more than 4 months into our “new normal”, and things don’t seem to be changing anytime soon. With so much doom and gloom in the news, how can we as salespeople be expected to continue performing at our pre-lockdown production? It’s simple, we can be the...
You Can’t Game the System

You Can’t Game the System

In a recent post on his blog, Seth Godin compared ‘hacks’ and scientific experiments to one another. He explained that hacks are focused only on the outcome of a scenario, while anyone searching for fairness and utility rely on a process. And, that reliable...
Are You Making Statements or Asking Great Questions?

Are You Making Statements or Asking Great Questions?

Do you ask questions or make statements?  When was the last time you checked yourself or your team members on a call/conversation? One of my favorite lines from a mentor many years ago was “selling ain’t telling bro.” It’s not what we say on a sales call or in a...
Forecasting calls waste time

Forecasting calls waste time

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 forecasting calls is “weighing the pig” or “priming the sunshine pump.” We spend a tremendous amount...
“I am not in sales,” she said.

“I am not in sales,” she said.

“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...

Setting Goals Through Visualization

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...

Run This 60 Second Test to Ensure Your Deal Will Close

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...

Ability vs Territory

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...

Achieve Your Goals in 2017

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...