You have to find your own path and your own answers
In many great stories about quests, mystics, and advice, a similar theme can be seen. The better guide is not the one who gives you the answers, but rather the one who shows you the path you need to...
View ArticleNeed leads that convert? Start here!
I spoke with several coaching clients these last few weeks who were struggling with leads. Some didn’t know how and where to find enough “good ones.” Others were finding them, but not getting enough...
View ArticleFinding the flow in sales
When you see a great salesperson in action, it can seem like sales is easy. When it’s done right, great selling looks a lot like a simple conversation. The salesperson and the prospect do nothing more...
View ArticleTelling isn’t selling. Or coaching. Or training.
Lots of people on places like LinkedIn will TELL you many things, like – for example – that you shouldn’t hire an old-school sales trainer, but what does that mean? They are telling you something –...
View ArticleWhat is authenticity in sales?
Like so many words used in sales related content, there is a lot of talk about the importance of authenticity – but rarely is it explained or illustrated. I don’t pretend to be any kind of an...
View ArticleMental models, and how to best use content to help you learn
“Everyone has an opinion, and….” Have you heard this expression? My sense of common decency won’t let me complete it here. “Everyone is on social media….” This just seems true – but if you put the...
View ArticleWhy you need a sales coach
I had two sales coaching sessions with new coaching clients back-to-back the other day. At the end of the second, my client articulated something that I had known for years, and practiced for longer...
View ArticleWhy all the fuss about cold calling? (…and how to crush it when prospecting)
I spend a decent amount of time on LinkedIn. It’s a great place to network, learn, and increasingly for me – to generate new business. But – along with all of the good that can be found on...
View ArticleIs this why sales training doesn’t work?
I’ve been participating in group sales trainings since the early 1990’s. Sometimes as the trainer (more recently), but also from the receiving side of the equation. You know what I noticed? In almost...
View ArticleTo reach your goals, don’t focus on them
I was listening to the audiobook version of “A Better Human: The Stoic Heart, Mind, and Soul” by George J. Bradley the other day, and he spoke about a concept that is really important for both...
View ArticleSales isn’t a science
One of the tired old debates in our field is whether sales is an art or a science. For those who know me, you know that I’m not a fan of overly simple and binary questions, and this one is as silly as...
View ArticleThe 3 (big) things you need for sales success
I hate list articles. They are usually full of fluff and wind up being entirely unsatisfying. So how is this one different? The three big things you need to succeed in sales is not a list of tips and...
View ArticleFocus on the conversation, not the sale
Something isn’t right. There is so much readily available, great content now about sales – maybe even too much. Books, online courses, blogs, LinkedIn Pulse articles and channels, YouTube videos – so...
View ArticleSignposts versus rules: Owning your sales education
Some people get pretty animated when debating certain sales methodologies like BANT, Challenger Sales, SPIN Selling, consultative selling, process-based selling and so many others. Why is that?...
View ArticleAre sales books useful (or is there a better way to ask this question)
I’m pretty active on LinkedIn, following many sales trainers/authors/speakers/consultants and the like, and I see a lot of posts from them, their followers and others who post under hashtags like...
View ArticleAttitude versus Technique: Which is more important in sales?
For those of you who know me, you know that I’m not a fan of simple, binary, “this versus that” kind of questions. But the one in the subject line of this post – Attitude versus Technique – came to...
View ArticleDid you ever know less about your product than the prospect?
Have you ever been in a sales meeting or dialogue with a prospect – when you are the one supposed to be doing the selling – but your prospect knew more about what you were selling than you did? It...
View ArticleHey Boss – Are you why some of your reps are lagging?
If your sales team is like most I’ve seen, you’ve got some reps who are self-motivated go-getters. Ya gotta love those reps! But then there are the others. The ones who show up and do just what it...
View ArticleWho is the Best Sales Coach? Manager vs Peer vs Outsourced
I recently wrote a post on LinkedIn about why sales managers don’t coach. In the comments to that post, a few people suggested that front line sales managers shouldn’t be coaching at all. Instead, they...
View ArticleIs it ever OK to Micromanage Reps?
Micromanagement…. The term makes the hair on your neck stand up – and not in a good way. The term makes you think of managers obsessed with the trees, and with no clue that a forest even exists....
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