As a manager, have you ever wished that your team was stronger? Have you ever wished you had a team of superstars who were outperforming their competition at every turn? What about a team that consistently exceeded their sales goals? Well, if you have…I have good news and bad news. There is only one thing […]
Role Plays…two words that will make even the heartiest and fearless of salespeople get a bit queasy. Let’s face it, no one likes to be put on the spot and critiqued. But I’ve yet to find a better way to really see whether a salesperson “gets it.” I’ve spent the past two days in Birmingham, […]
I love the Olympics. As I watched Shaun White’s epic third run to clinch Olympic gold in the Men’s Halfpipe in Pyeongchang, the emotion and exuberance of the moment was truly inspiring. It was made all the more poignant because it was part of a larger narrative, that included an awe-inducing comeback story. With two […]
Here we are…at the beginning of the year when all things seem possible. Goals and dreams are dancing in our heads and we convince ourselves that this year is going to be different. We think that we will learn from our past mistakes and follow-through, be more consistent and achieve whatever we set our hearts […]
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 […]
We’ve all been taught somewhere along the line that sales is a numbers game, particularly when it comes to dialing for dollars or cold calling. The premise is that if we make lots of calls, we’ll be able to get in front of enough decision makers to hit or exceed our quotas. And while this […]
I do a lot of presentations…workshops, seminars, webinars, training sessions and keynote presentations and I’ve learned a lot along the way. Last week, I had the opportunity to fly to Atlanta and do a keynote for a new client, a Fortune 500 company. The opportunity dropped in my lap at the last minute. In fact, […]
Growth doesn’t come when things are going smoothly. And in my experience, “transformative” (I know…I hate that word too…because it’s overused and over-hyped) growth is usually born out of struggle and sacrifice and a steadfast commitment to something that is hard and challenging. The reality is that most people avoid the one thing that gets […]
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. […]
