Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to … [Read more...] about Why Coaching Causes Some Sales Managers to Hold On for Dear Life
How to Use the Your Experience with Turbulence to Overcome Resistance
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
