The question I ask sellers and business owners most often is, “What’s the biggest obstacle to where you are now and achieving your sales goals?” What does your gut tell you is the most popular response? What would YOU say? Here they are in descending order: 3rd most common response – “Better pricing/lower costs would...Read More
Sometimes, when I’m talking with salespeople, something comes out of my mouth and I think, “Damn! I wish I’d recorded that. That was a really great sound bite!” It happens A LOT. Last week, I actually stopped to write down one of those verbal gems while discussing time and productivity with a team member. This...Read More
Putting together a speech for an upcoming keynote and looking for insights about growth and learning, I ran across a quote and the work of Joe Dispenza that describes WHY it’s so hard to learn as an adult: “Psychologists tell us that by the time we’re in our mid-30s, our identity or personality will be...Read More
There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they WANT to be the...Read More
I recently recorded a session for a Virtual Sales Summit along with three super-smart counterparts – and our focus was on Coaching the Next Generation of Sales Leaders. My contribution to our sales coaching discussion was “3 keys to coaching behavior changes.” Coaching is one of those broad, ambiguous titles. Some folks confuse coaching with...Read More
Back in 1988, Stephen Covey wrote his best-selling book, The Seven Habits of Highly Successful People which was a global phenomenon in the self-help genre selling over 25 million copies. Covey’s introspective advice struck a nerve with people who wanted to master success in their personal and business lives. The lessons he laid out were...Read More
As Employees, Employers, Bosses & Business Owners, our lifeblood is our relationships to each other. That “interconnectedness” is inescapable to make the economic machine go round. As a Sales Executive, Director and Entrepreneur, my collaborative and transparent relationships with customers, suppliers, production staff and managers have contributed greatly to my work success. We rely on...Read More
