It is pretty normal at the beginning of the year for many companies to start hiring salespeople, or to at least start thinking about hiring. When I ask VP of Sales and CEOs what their ideal salesperson is like and what they will need to accomplish,...
Lately several VPs of Sales have approached me or been referred to me. Some want help understanding what is happening with their sales force. Others are new to the role and “need to make sure this goes right” to prove they can do it. Others are...
A little background: This question has come up several times over the past few weeks, but with different variables because everyone’s business and situation is different. When I start noticing patterns in...
First thing on Monday morning one of our inside sales clients, let’s call him Scott, told us that their manager insisted that they send a proposal to all the opportunities in their pipeline that “might possibly close this month.” Didn’t matter what...
Yesterday was the beginning of 4Q16 (the beginning of the end), and I got up early to make sure I had time for plenty of coffee, yoga and reflection before I started the day with 90 minutes of back to back coaching calls at 8am. It`s not very often...
One of the clients that we have been coaching recently changed jobs. They had taken the new role in the larger company initially because it was a challenge with room for them to grow. Ultimately though, even with our coaching, they became very...
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