Last week I presented brand new data on sales managers and their impact on their salespeople. If you were one of the sales managers and executives with growing teams that were there- thank you for your questions, the conversations in the hallways...
How do you (or your sales team) handle difficult prospects and buyers who do not want to share information? Because that never happens... right?
Do you just try to plow through it, or just ignore it?
I talk to salespeople daily, and one thing they all eventually tell me is - 'I need more pipeline.' In other words, 'I need to prospect more.'
The concept of prospecting seems simple- find more people to talk to that have problems you can help with....
Most of us have heard the one side of the camp that says, "If you aren't on social, then you're wasting your time, you're never going to make your quota, and those that are on social always do."
Then there's the other side of the camp that says,...
Occasionally during a #livesaleslab, where salespeople come every week to share the struggles they have and get coaching on different strategies and techniques to try, unexpected conversations come up.
A recent unexpected conversation was actually...
The idea of being able to pick up on clues to someone else’s communication style and use that to adapt your communication style can seem insincere to some. Like you aren’t being true to who you really are.
I love the water. Simply floating in my pond in Maine is heavenly on the 90+F degree days we have been having so far this summer.
What makes my pond so heavenly is that it is fed by an underground aquifer. If it weren't, the water would get...
An entrepreneur sent in a great question recently. She asked; “Besides bringing value and educating the buyer, what do buyers appreciate most in a sales person these days?”This is an important question, especially when you consider the topic of...
In a recent #livesaleslab, we were joined by guest coach, Jane Gentry of Jane Gentry & Company where we talked about some mindset shifts and tips to help with your next negotiation.
This #livesaleslab wrap-up is actually on ode, or rant- to my mom.
She wasn’t just my mom, but also my first boss in the local restaurant she ran. There are several things she drilled me on over and over again that have stuck with me still today. ...
