We’ve all heard the value and importance of building trust. It’s the foundation of strong relationships and consistent sales. However, in our hurried and harried world, it’s easy for all of us to FORGET or not demonstrate the very behaviors ...

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Are you aware of ownership thinking and how to create this mindset on your sales team through effective coaching? Successful sales leaders understand the power of asking questions during coaching sessions in order to prompt thinking and discussion. These types ...

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The big “R” word is occurring in business conversations today. Some experts believe there will be a recession, others believe we will avoid one. My suggestion is to plan for the worst, hope for the best and up your sales ...

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There are common traits I’ve found in successful sales organizations. They execute.  They take action.  Now, there are also common traits found in the “not so successful” sales organizations. They procrastinate. There is always a lot of talk about what ...

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A great question for all of us to ask if we are in a sales leadership role is: How can a person possibly lead a sales team if he or she cannot lead themselves? The short answer is you can’t. ...

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When it comes to sales advice, the best people to have in your life are people who will tell you what you need to hear----but you don’t want to hear. These valuable truth tellers CARE. And because they CARE, they ...

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I’m often asked the question, “What’s the difference between coaching a younger, newer sales professional versus a veteran salesperson?” There are several answers to that question, however, my consistent answer is:   Teach and coach confidence. A confident seller is ...

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Jump on the internet and you will find multiple articles around the topic of filling the sales funnel.  Managing the sales funnel and the associated sales numbers are important to create sustainable and predictable sales. HOWEVER. The question that must ...

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There are a lot of places to examine (and blame) if your company isn’t consistently achieving sales goals. Favorite places to place the blame is the sales team or sales manager. However, look a little closer and you’ll often find ...

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A Vice President of Sales posed a funny question to me years ago as we were discussing challenges facing her sales organization. She looked me in the eye and asked: Why are we still talking about this S*%!? (Stuff??) The ...

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