This is more of a “realization”. I’ve had a busy week today as a salesperson, because I’ve gotten some referral business in my pipeline. Problem is, I didn’t do it on purpose.
One of the salespeople we have been coaching asked, “Could I be a good sales manager? It seems like a thankless job of being pulled into many directions at once. I can’t say that there is any one at my company that I would want to be like…”
When it comes to sales, there’s no better feeling than getting that PO, email from Finance, or Purchase confirmation. We feel accomplished and proud of ourselves, and happy we have begun that relationship with the customer. However, we sometimes...
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.
Everyone, at some point in their sales career, hits a slump. This guest post is the story of how one sales person got into, and out of, a slump.
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...
It’s widely known that one of the main obstacles for sales success is that awful desire to be liked. Luckily I don’t suffer from that.
Now, not needing to be liked is not the same thing as saying whatever is on your mind all the time. It is a...
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,...
