I recently coached a sharp team of sales managers. They expressed a common frustration that their well-intended feedback often was met with “Yeah, … [Read more...] about How to Eliminate the “Yeah, Buts” in Your Sales Organization
The One Thing That Builds Great Sales Cultures
Sales organizations invest time and money into building strong cultures. They read books on why culture eats strategy for lunch, hold team-building … [Read more...] about The One Thing That Builds Great Sales Cultures
Commission Impossible
Research shows that successful salespeople possess the ability to persevere, to stay after a goal with grit, tenacity and resiliency. All are good … [Read more...] about Commission Impossible
Three Sales Lessons from Super Bowl LII
Super Bowl 2018 was a nail-biter and kept fans on the edges of their couches, bar stools and chairs. It was a great example of the thrill of victory … [Read more...] about Three Sales Lessons from Super Bowl LII
Why Salespeople Fail at Empathy
Sales organizations understand the power of empathy and more sales managers are teaching this powerful EQ skill. They are well-intentioned, but often … [Read more...] about Why Salespeople Fail at Empathy
Are You Running Fake Sales Meetings?
It’s the Monday morning group sales meeting. The sales team shows up, pop open tablets and computers, and pretend to pay attention to the sales … [Read more...] about Are You Running Fake Sales Meetings?
