Needless to say, the COVID Pandemic has generated a laundry list of chaotic disruptions pertinent to our country’s business landscape. With some states continuing to re-open, and others, simultaneously preparing to partially shut down (again) the spectrum of effects is extreme. At one end, the flow of revenue was so unpredictably impeded—some businesses were forced […]
Whether you’re talking football or business, the 4th Quarter is crunch time. It’s the time to pull out all the stops so that you can win. How are you set up to finish your year? Will you hit your goals and feel great? Or will you resign yourself to falling short and hope for better […]
Getting too gabby during a business meeting is a cardinal sin in any industry—and all the more true in the context of sales. Excessive blabbing leaves your prospects feeling like they’ve not been heard, that their needs are unimportant to you, and that they’re being railroaded by a used car salesman. In an effort to […]
It’s no secret that millennials hate to be sold to. But many businesses are having a hard time finding millennials to fill their sales positions. And professional firms are really facing an uphill battle when they require new associates to spend part of their time focused on marketing and business development efforts. A director at […]
Last week, I had the opportunity to work with a sales management team of a large client in Pennsylvania. The focus of my workshop was on how to build a world-class sales culture. Much of the time was spent on effective coaching and mentoring. I have to applaud this client since they were investing in […]
This past weekend, my wife and I had the amazing opportunity to attend the annual Entrepreneurship Summit at Washington and Lee University. For two days, we rubbed elbows with scores of trendsetters, thought leaders, business disruptors, billionaires, philanthropists, and social reformers from every corner of the business world. Amanda and I immersed ourselves in learning […]
I recently gave a presentation to a group of sales leaders on the 7 Truths of Sales Leadership. One of my “truths” may be a little surprising to some. But from my many years of being in a leadership role and coaching others top-level executives, I think it’s the missing ingredient in many work cultures. […]
Many folks are on the fence about hiring a coach. Reasons for the hesitation are wide ranging. Is it worth the money? Does anyone really need a coach? What are the guaranteed benefits of hiring a coach? And the big question any hard-nosed, self-reliant, enterprising individual asks about coaching is this: “What can a coach […]
I work with some organizations that do a pretty good job at providing leadership training for their managers. Unfortunately, it is rare to see organizations do the same with their sales leadership team. While many leadership skills and ideas are transferable to sales, from my experience, there are special concerns and challenges that are different […]
I work with a lot of sales leaders. Having been one in a previous life, I realize the challenges and the rewards that come with the job. I’ve commented many times in the past that managing salespeople is a bit like herding cats. On any given day, it can be exasperating and a bit challenging. […]
