I've heard from a lot of people and from some of those that I coach is that this fear that if they do this buyer first approach and their buyer is wrong about how they're seeing their problem or categorizing the solution:
Do you get nervous when you have to talk to your boss or anyone who has authority over you?I mean, most of us do right at least a little bit, but can you guess what's even more nerve-wracking than that? Having your boss talk to someone you introduce...
So what does it mean to be a victim of your habits? Well, it's kind of like when you just lost a whole bunch of weight. And then one day you step on the scale, only to realize that somehow 17 pounds just magically appeared.
I have spent the first week of this year coaching a lot of sellers and a lot of managers. And I have seen to notice this theme that's been coming out this week.
I was sitting here in my kitchen thinking about what is my afternoon snack going to be and what my coaching takeaway of the day going to be?
I have been working with a client for 30 days. So far, she has closed a 10k deal and has 3 more strong opportunities for over $100K/year each. She could reach her 2015 goals before the end of the quarter. When we shared her story with our other...
I started reading Agile Selling the weekend before I left for my first Sales Shebang event. The shorter of Jill's books, it was informative and enjoyable to read.
As I sat next to my husband at the lake and read certain parts out loud to him...
What is a Sales and Marketing SLA?
A SLA, or service level agreement, is like a contract between sales and marketing departments or functions. It is the feedback and handoff that happen between the sales and marketing functions as a buyer enters...
Why Sales and Marketing Best Practices are Like a Wolf in Sheep's Clothing
No, this is not a book review of Animal Farm. Although if you consider that the biggest danger of 'best practice blindness' is myopia then yes, consider this a book you...
