By

Shawn Karol Sandy
Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners about their sales teams, I ask, “tell me about their performance?” Their response is usually something along the lines of, “Well, we missed our target last quarter,” or “We’ve had...
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There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out, “No” or “I’ve chosen another...
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New Year New Focus_Sales Skills Building
What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is my “Session Notes” pile. It’s the colorful print outs of PowerPoint decks and session worksheets that are scribbled on in blue, purple, hot pink, and aqua (I love my colored...
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Sales Improvement needs more than information
There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they WANT to be the...
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3 Points of Gratitude for Salespeople
Have I told you how grateful I am for you? How thankful I am that you allow me in your inbox, in your social feeds, and give me feedback about how I can help you or move your business forward? I am. I am very grateful. And, in fact, some of the very best salespeople...
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erase these selling mistakes that are costing you opportunities
Over these past few weeks, I’ve had strong reinforcements of my core beliefs about sales training: Most of it needs to be, “Undone.” I see proof every day that Sales Onboarding is upside down or backwards. I see sales training that is hype, technique and manipulation-based vs skills focused. Much of the current “well-known” sales...
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Leaving the door open for your competition
Many times when a new client reaches out or “sends up the bat-signal” it comes after one or more significant sales losses – especially if the loss is an existing account and it came as a shock. This has happened to me when I was an account executive and I see this often when I...
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Disrupt Buyer Expectations
Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM. Disruption. Want to get someone’s attention? Disrupt patterns AND their expectations. Our brains are, say it with me now, FUTURE PREDICTION MACHINES and we’re constantly surveying and assessing for what...
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coaching for success
I recently recorded a session for a Virtual Sales Summit along with three super-smart counterparts – and our focus was on Coaching the Next Generation of Sales Leaders. (Here’s a link to catch the entire summit with some of the smartest sales minds you’ll find!) My contribution to our sales coaching discussion was “3 keys...
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sales role play is awkward
No one and I mean NO ONE loves it when I’ve ever asked them to role-play a sales scenario. It’s hard to explain how many times I’ve gotten eye rolls when I brought up role-playing through a scenario. Why do we hate it so much? Well, it’s awkward. Everyone’s staring at you – thinking, “glad...
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