Do you coach using all three levels of discovery and understanding with the sellers on your team? Three? Yes, three. An individual salesperson is really three distinct entities rolled into one: a Person, a Seller and a Competitor. Each of these personas requires a different level of understanding and communication from a manager to help […]
Don’t let other people define you. You can achieve success on your own terms. Check out the evaluation of Tom Brady by NFL scouts prior to the NFL draft in 2000. “Poor build, Skinny, lacks great physical stature and arm strength, Lacks mobility and the ability to avoid the rush, lacks a really strong arm, […]
3 min read - February 15, 2021
Busy Much?
Being busy can create its own “busy-ness.” And distract you from the important things you need to accomplish. As Henry David Thoreau said, “It is not enough to be busy, so are the ants. The question is: What are we busy about?” Unnecessary busy work is where precious hours of every day evaporate. David Allen’s […]
I believe reading is still the most effective way to absorb new knowledge. While short form “how-to” posts on LinkedIn can have value, they are necessarily incomplete. They don’t tell the whole story. If you’ve become addicted to getting a quick “how-to” fix on LinkedIn, you’ve probably discovered that you’re missing a lot of context. Like […]
2 min read - January 26, 2021
Intensely Human
Early in my marriage to my ex-wife it became clear that something had to change. Well, it was clear to her.  That something was me. I had good potential as a husband. It was the human side of me that needed work. That was my awakening to the reality that every role we play in […]
Did you know that pessimism may be the key to your success? Don’t get me wrong. Self-confidence is good. Optimism is essential. If you aren’t confident enough that’s a different issue. However, if your self-confidence isn’t tempered with a bit of negativity it will hold you back. I consider myself to be an optimist. People […]
Research has found that the ability to understand and share the feelings of another person can actually increase your brainpower. But, only if you use it. So, if you’re in sales, you have two essential motivations to be empathetic: Empathy is an avenue to connect with your buyer It gives your brain a boost and […]
Jonas Salk was one of the greatest scientific minds in American history. He is most well known for discovering and developing the first successful polio vaccine. He once said, “What people think of as the moment of discovery is really the discovery of the question.” If you, as a sales professional, can keep this solid […]
Before we get started, here’s a quote from Voltaire to help trigger some self-reflection: “Judge a man by his questions rather than his answers.” Actually, that pairs well with this wisdom from the Dalai Lama: “When you talk, you are only repeating what you already know. But if you listen, you may learn something new.” […]
Being fast with no value has no value to your buyer. Here’s a real life example from a former client: I worked with a client who was successfully generating a ton of targeted inbound leads. However, their follow-up stunk. They were taking three business days on average to follow up a lead. In other words, they […]
Sales coaching and sales training are both sales performance improvement methodologies that are here to stay. The benefits of both are obvious, but many teams question when to use one or the other. The truth is that for a sales organization to be truly successful, they must use both. But, it must be done properly. […]
What is a Sales Quota? Simply put, a sales quota is a specific target that sales reps need to hit within a given amount of time. Quotas are nearly always numerical, in that they must be a certain dollar amount of contracts signed, revenue generated, or count of goods sold. Sales reps, sales managers, and […]