Sales Kick Off season is officially here. Traditionally, SKOs are a great way to introduce new ideas and products to a team. They’re also usually great for in-person networking. These components are of course going to look a little different this year. So how can you...
There’s an adage that asks the question, “would you rather be told something, or discover it for yourself?” It’s no surprise that when a prospect is helped to uncover information on their own the impact is more meaningful than if they were told the same information...
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...
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...
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...
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.” 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...
