I have been asked if summer is a slow season for me. Having worked with startup CEOs, small business owners, and enterprise executives for the past decade, summer is when the busy season is just starting!
It surprised me that I hadn’t really noticed...
Lately several VPs of Sales have approached me or been referred to me. Some want help understanding what is happening with their sales force. Others are new to the role and “need to make sure this goes right” to prove they can do it. Others are...
Whether you are a sales person in a company or a founder of a small company- you have a sales process already. Whether it is effective, scalable, and most importantly- designed around your ideal customer’s buying process is a whole other story.
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This was a question that a VP of Sales asked me recently. But this wasn’t the first one he asked. It started with him saying that his biggest challenge was ‘coaching the coaches’. In his opinion, his team is ‘smart, hardworking and coachable’ but...
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,...
A few months ago, I had beers and wings with Mark Roberge after he spoke at the Boston Enterprise Sales meetup. When I shared what I was doing with clients and the results we were getting he said, “You’re like a sales therapist!”
I cringed a little...
This was the topic on a recent #livesaleslab, and it was inspired from several different places.
First, from sales people asking us, “Why do my prospects disappear after the proposal?” Then, from current clients wondering, “Where is the best place...
On a previous #livesaleslab we talked about sales strategies, specifically sales prospecting strategies. A new participant in the weekly open sales call came in saying, “I really need to stuff the pipe a lot this month.”
Hopefully no one else on...
It’s end of month and if you are anything like the sales people and managers I just started working with, today you are either sighing in relief that you made quota- even if it was at the last day- or wincing in anticipation of the explanation you...
A sales manager started working with me recently because in his words, “I don’t want my team to become the collateral damage of my shortcomings.”
It’s probably the best way that I have heard someone articulate an other-focused leadership mindset....
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