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...
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...
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...
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 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...
A few weeks ago I was talking with an executive whose “... expenses have gone up 40% in the last few months but haven’t seen the results yet.” They had already spent a lot of money on technology and consultants to try to improve their sales and...
When my children were first born, my Nana would often give me advice on things like discipline. The one phrase she would often say is, “Spank them up until they are 6- never out of anger, but to teach them consequences. If that stove is hot, they...
