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...
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...
Every so often, I notice a pattern happening with coaching clients.
The one that has been getting my attention lately is that most seem to be in reaction mode. For example, rather than asking buyers layered questions leading up to demos and...
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...
Have you ever taken a CPR certification class? When my kids were newborns I had a day care business and got 1st Aid certified. Two days of book work, classroom, and role playing exercises with dummies... I was bored and thought it was silly, until...
At one point during every sales coaching engagement, the subject of creating content comes up.
It’s not really a question of if salespeople should be creating and engaging in content online- it’s what content, it's where to find the time, and how...
This probably won't be the only comparison to sales that you will see come from the Superbowl. In fact, it probably won't be the only one you see in the coming weeks from this blog.
After the Patriots won the championship game that sent them to...
John is a new client who wrote the following post about what he learned about himself in the first few weeks and how that has been impacting his sales performance.
"I started sales coaching two weeks ago. I managed to not do the VERY FIRST homework...
The title is a question a new client asked last week. It was such a great question, we decided to explore it further in this week’s #livesaleslab. Here is what he is learning:
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 layered...
