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The Unnoticed Obstacle to Achieving Your Sales Goals

Lately, I have observed that several of the clients I have been working with, from salesperson to VP, have struggled with maintaining a positive outlook. No surprise when you consider that some studies show that 60-70% of our daily thoughts are...

How to improve your decision making to sell better

I don’t enjoy shopping and it’s all my mom’s fault.

It felt like every weekend was another shopping adventure. Saturday mornings while my sister and I did our chores, she surfed the flyers for sales, coupons, etc. The driving to multiple stores,...

The Science of Sales Development- Part 2

Who on your team can and will improve their sales performance?

If you are a sales leader, you have probably asked yourself and maybe even others; “How long should I hold on to a sales team member who is not achieving even 50% of his/her quota?" And...

The Science of Sales Development- Part 1

I have been talking a lot about the book ‘The Science of Selling’ lately because it begins to tell us- according to objective science- how buyers buy and the behaviors needed by salespeople to align to that.

It’s about time that sales leaders and...

Why We Need the Science of Sales Development

One of the problems with sales today

I had read Dan Tyre’s article on the HubSpot blog, “6 Phrases Sales Managers Use That Always Backfire”. The article and some of the comments highlighted what I see as one of the major problems happening with...

The Renaissance of Sales

What will it take to create respect for the sales profession?

The state of sales today reminds me of what the state of the medical profession from the 16-18th centuries was. Sales, like medicine, has been evident since the beginning of recorded...

The Art and Science of Layered Sales Questions

At this past week’s #livesaleslab we talked about asking questions. It came up in nearly every conversation we had in the past week with new coaching clients so it was hard to ignore. I have always called it drill down questions, but I like...