Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items … [Read more...] about How the Cheesecake Factory Menu Can Make You a Better Closer
Finally! Science Reveals the Actual Impact of Sales Coaching
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople … [Read more...] about Finally! Science Reveals the Actual Impact of Sales Coaching
Do the Best Sales Managers Have the Best Salespeople?
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when … [Read more...] about Do the Best Sales Managers Have the Best Salespeople?
New Data Shows That Elite Salespeople are 700% Less Likely to Do This
How effective are salespeople when it comes to creating urgency? I'm not talking about salespeople who create urgency by telling their prospects … [Read more...] about New Data Shows That Elite Salespeople are 700% Less Likely to Do This
Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople
Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?
My latest data mining project reveals that the answer to this question is a partial correlation. Check out the two tables below and you'll … [Read more...] about Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?
