What You’re NOT Measuring Is Hurting Your Sales Success
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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... Read More
These Outdated Sales Tactics Will Cost You Opportunities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... Read More
How Do You Get Buyers’ Attention? Disrupt Their 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.... Read More
You’re Right. Sales Role Playing Sucks. Try This Instead …
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... Read More
5 Strategies to AVOID Sales Burnout
Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target.... Read More
AVOID MISSED SALES OPPORTUNITIES WITH CURRENT CUSTOMERS
My agile, fit, 70-year-old mother came over this week after cleaning her gutters. They were pulling away from the house so she climbed on a... Read More
Why is it so hard to learn new things?
Putting together a speech for an upcoming keynote and looking for insights about growth and learning, I ran across a quote and the work of... Read More
Do you have a Sales Simulator?
This was a special Mother’s Day. Unique, for sure. No sleeping in, breakfast in bed, or brunch this year. This year we were out the... Read More
There are NO MAGIC SALES BEANS!
I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson... Read More
Sales is an OUTCOME – Don’t make it your Goal
If you asked 10 Sales Pros what their primary goal would be, you’d predictably get some variation of, “Close more deals,” or “Grow revenue,” or... Read More