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 ...

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My first real corporate job started in retail. I begin as a merchandiser, tracking goods, and moved up the ladder to sportswear buyer. Looking back on the corporate culture, I easily could complain about my early boss because he wasn’t ...

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There was a really funny movie released in 2000 titled, “What Women Want.” Mel Gibson played the role of a male-chauvinist, egotistical advertising executive. He was accidentally jolted by electricity, enabling him to read women’s minds and for the first ...

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The business world is full of pithy quotes around coaching such as, “Everyone needs a coach.”  Even Tom Brady has a coach!  The research shows that a well-coached sales team will outperform a non-coached sales team. For example, CSO Insights ...

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The race is on. It’s the time of year when sales professionals work on two goals: Hitting their 2021 sales target and setting up a successful 2022. Achieving these goals takes focus, energy AND two critical emotional intelligence skills: reality ...

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Just when we thought offices were opening up and business as usual was finally back, the Delta variant showed up. Its message is, “Not so fast. I’m here to throw yet another curve ball to all of you running companies ...

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United States Air Force Capt. Chuck Yeager was the first human being to fly faster than the speed of sound. He did so on Oct. 14, 1947, while his X-1 plane’s cockpit shook heavily. His ground crew thought he was ...

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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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