There is great technology for helping sales managers review sales conversations and meetings. But sometimes technology is viewed as a magic wand for curing missed sales quotas. Tech tools can analyze who did most of the talking on the call, ...

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Well-intentioned sales managers conduct weekly one-on-one coaching sessions. They don’t cancel these important meetings in order to handle the latest sales fire or for other reasons. They prepare for the coaching sessions armed with data and analytics.So why are sales ...

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A recent Fourth of July break helped me find inspiration and themes for my blog/vlog. Vacation is when you engage with salespeople and service people. You eat at a restaurant, you rent a kayak or you buy a souvenir. These ...

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I’m hearing this a lot from salespeople: “I’m really tired. Feeling a little burned out.” This is not coming from salespeople or sales managers that are whiners or professional complainers.  They come from normally optimistic, high-energy individuals with a high ...

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Corporate America talks a lot about the power of teamwork. It hangs posters on the wall featuring people rowing in unison and the word “SUCCESS” imprinted on the picture. Pithy quotes are shared during meetings from high achievers such as ...

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Empathy has been described as the ability to know what another person is thinking or feeling. It’s an important influence skill in business and life. However, to really know what another person is thinking or feeling, you first must develop ...

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There is good and bad news for sales organizations. The good news is that sales organizations are recognizing the power of empathy and its role in building trust, rapport and sales. The bad news. Many well intended sales organizations will ...

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Many years ago, I was conducting a sales management workshop. One participant had a rather challenging member on his sales team. The other sales managers were generous in offering advice and insights to their peer. However, he had tried a ...

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One of my weekend goals was to plan a summer vacation for my husband and me. An article in The Wall Street Journal on rustic retreats prompted me to reach out to two of the resorts featured in the paper. ...

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Sales managers debrief sales calls in order to better coach their sales team about specific areas that were missed and/or could be improved.  There is one simple coaching question often missed during the debriefing process, especially with deals that are ...

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