Sales and sales management is a series of conversations. The quality of your conversations equal the quality of success in life and business. However, an increasing problem in sales is the lack of quality conversations. You sent your team to ...

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Feedback is an essential component of any thriving organization, yet during the upheaval of the pandemic, many leaders hesitated to engage in candid conversations, fearing it would drive employees away. However, the landscape is shifting with 40% of HR professionals ...

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Excellence means greatness and we enjoying watching moments of excellence. It can vary from watching a Broadway musical where actors and actresses thrill us with their ability to effortlessly dance and sing. Or, you attend an athletic event where you ...

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Mark Twain once said, “Twenty years from now you will be more disappointed by the things that you didn’t do than by the ones you did so.” That quote is about living a “no regrets” life.  No regrets thinking is ...

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As the new year rolls in, we embark on goal setting with good intentions and enthusiasm. We might attend a goal setting workshop. We create a vision board. All good tactics and strategies EXCEPT they won’t work unless you do ...

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In the world of sales, the pursuit of success is relentless. Sales organizations have high expectations for their sales teams, pushing them to do better and be better. While setting goals is necessary for any type of growth, the problem ...

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Have you ever observed a sales meeting that begins to derail? Go south? The prospect asks pointed questions, looks skeptical upon hearing the answer or simply has a really bad case of “resting face.” When a deal starts “going south” ...

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Can I trust you? It’s the million-dollar question being asked by a prospect when meeting with a salesperson for the first time. Prospects have questions about the salesperson’s motives because they know most sales professionals are compensated for closing business. ...

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Feeling the pressure? It’s 4th quarter and year-end sales goals must be achieved while setting up an epic Q1 of next year. More than one sales leader will shout the following battle cry to their sales team:   Put your ...

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The slow creep of mediocrity doesn’t make a lot of noise and can silently infiltrate your sales organization. No warning signs, no neon lights flashing “MEDIOCRITY.” It’s mission? To tempt you and your sales team to settle for good enough ...

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