There are great sales methodologies, approaches and tech tools to help salespeople be more successful. However, one of the best ways to improve your sales results is to:  Sell like an entrepreneur.  Sell as if you are a small business ...

Read More

You are a sales manager with a brand-new sales team. And this team is comprised of young salespeople. They are enthusiastic and eager; however, they have limited sales experience. There is SO much to learn in sales.  Where do you ...

Read More

Remember the acronym KISS? Keep It Simple Stupid. It is not a really emotionally intelligent way to coach a salesperson on how to improve their sales approach so remove the word stupid and you will find that KIS is a ...

Read More

You have to wonder why so many salespeople are not achieving quota when there is a boatload of information “out there” informing salespeople how to be successful in life, business and sales. It’s not lack of knowledge that holds salespeople ...

Read More

Companies are paying closer attention to the mental well-being of their employees. The ongoing pandemic continues to present stressful situations for people. Do we go back to the office? Can I master virtual selling skills? In some cases, salespeople work ...

Read More

I was one of eight kids. Thus you won’t be surprised to learn that I often heard one or both of my parents ask, “What the heck were you thinking?” of one or more of us.       Today, I realize ...

Read More

Sales teams are working hard to hit Q4 goals and set up Q1. There are sales numbers to hit. Effective sales managers help their sellers by conducting pipeline reviews to ensure they achieve their numbers. But at the end of ...

Read More

I recently had lunch with a client who has led and managed multiple successful sales teams. What I’ve always admired about this client is that he never lets the pressure of running a company affect his positive outlook on life. ...

Read More

The sales team gathers on a video call or in a conference room. Stop. Look at the payroll in the room and ask yourself this question: Will this one-hour meeting provide the ROI needed to justify salespeople away from the ...

Read More

Emotional intelligence is not a new topic in business. However, there are still a lot of hard-core salespeople and sales managers that believe that hard selling skills are still the only path to consistent sales results. Case in point. I ...

Read More