We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough … [Read more...] about How to Use the Your Experience with Turbulence to Overcome Resistance
Salespeople Make This Mistake – The Dumb Question I Was Asked in a Hotel Restaurant
I pulled up to the entrance of the Doubletree Hotel, greeted Chris, and we walked into the hotel restaurant. As we approached the table, a … [Read more...] about Salespeople Make This Mistake – The Dumb Question I Was Asked in a Hotel Restaurant
Hiring Salespeople Should Not be Like a Coin Flip
For most companies, hiring the right salespeople has always been problematic. With the shortage of quality sales candidates, it's now more … [Read more...] about Hiring Salespeople Should Not be Like a Coin Flip
I'm Sorry But Your Sales Process Sucks
Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. … [Read more...] about I'm Sorry But Your Sales Process Sucks
An Easier Way to Coach Salespeople – For a While
One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to … [Read more...] about An Easier Way to Coach Salespeople – For a While
Great News! The Latest Data Shows That Salespeople are Improving
Some really terrific news came across my desk this week when John Pattison, Objective Management Group's (OMG's) COO, showed me two graphs … [Read more...] about Great News! The Latest Data Shows That Salespeople are Improving
