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....
Over the past few weeks working with sales teams, my go to question on Monday for both the salespeople and the front line managers is- what's happening for this week?
Over the past few weeks, I have been working with a team of salespeople and their manager at a large SaaS software company. Doesn’t seem like that would be so unusual does it? Happens all the time that an outside trainer or coach would work with a...
There is a negative perception of sales today that has been around for a long time. Last week I was reminded why that is when I got this email:
“Thank you for creating stellar content! Your blog rocks. Thanks for providing unique stories. I always...
Last week, my husband asked me to teach him how to play piano. The extent of his piano skills was playing with one finger the Miami Vice theme song. Showing him how to play reminded me how I first started and also how many sales people and managers...
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...
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...
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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...
