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How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

Book Review How to Change by Katy Milkman

So, have you ever wondered why some things work for you, but not for others? Or why so many of us fail at our New Year's Eve resolutions every year? It is one of the main things that I am writing about in a chapter right now.

Random Conversations About Sales Performance

When Brandon Gracey, Principal at Gaslight Solutions, asked if he could put me on the hot seat about sales coaching, how could I say no? (After he agreed to let me record it for everyone!)

Read on, or watch a video snippet of our conversation...

Unconventional advice for sales people at the end of the month

Are you like many of the sales people that I talk to who basically disappear at the end of the month because they're busy trying to close deals?

You've probably heard the saying that sales is a numbers game. But it's not.

I know, I know- it’s the...

Your quota is NOT a personally meaningful goal

They say when you are tired of talking about something, that is when people are just starting to get it.I am officially tired of talking about the importance of personally meaningful goals and how to create them.But there is still a long way to...

To coach or not to coach is NOT the question

 

There is just too much evidence to deny the ROI of 1:1 sales coaching on team performance. I could cite the CEB research that shows that salespeople who are coached at least 3 hours a month achieve an average of 7% over quota.

How To Handle Referrals

How do you handle referrals?

Because even in today's buyer-has-all-the-control- and information overload age, referrals will still cost you less, will close at a higher value, and will close faster than any other means of generating customers.

...

Why Should They Buy From You?

On a recent #livesaleslab, we talked about two questions. First, why should people buy from you, and second, why should they buy from you now?

These seem like relatively simple questions to answer.

However, most of the time when I'm asking these...

How to Handle Premature Pricing or Demo Requests

So, how much does your stuff cost?

When is right time to break up with a prospect?

When I talk with salespeople about ghosting, when the best time to break up with a prospect is, and how to break up with that prospect, the analogy that's been left with me is dating.

Because throughout the conversation that I was having with...