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 arises when sales managers expect improvement without providing education. They ...

Read More

Is anyone besides me tired of hearing the same, old sales advice. Advice such as, “You need to be curious during a sales call. Ask questions.” Yawn. We’ve all heard this advice. Every good sales expert and sales manager touts the importance of asking questions. What we really need to ...

Read More

The emotional intelligence skill of self-awareness is often referred to as the MEGA soft skill for life and business success. And for a good reason. Because that which you are not aware of you cannot change. And that which you are not aware of you are bound to repeat. But ...

Read More

Last week, I focused on the importance of modeling emotional intelligence as a sales leader. This week’s focus will be on how to incorporate specific coaching questions during one-on-one coaching sessions that will improve your sales team’s emotional intelligence skills. The focus of most one-on-one coaching sessions is on reviewing ...

Read More

Wondering how to coach the soft skills needed for effective selling? A question that I’m frequently asked is, “Can you really teach a person emotional intelligence skills?” Now, there are several questions behind this question such as:   Can a hard-charging salesperson, sales manager, improve his/her emotional intelligence? Aren’t emotional ...

Read More

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 they should do and very little follow through.   I ...

Read More

We’ve all read and heard about the great resignation and the various reasons contributing to this trend. Some people close to retirement simply said “I’m done.”  Other reasons cited are compensation, flexibility, work life balance, more satisfactory work and the list goes on. There is a question that keeps popping ...

Read More

Imagine the person on your team you wish you could clone: the best salesperson on your team.What makes that salesperson so valuable to you?What makes them so good?Why do they always close big deals?You have a supportive, communicative relationship with them and their customers, so are they a pleasure to ...

Read More

Human beings have an inherent need to be liked. There’s nothing wrong with likeability. In the sales profession, being likeable is an asset. Likeable salespeople build rapport which builds trust and increases sales.   This is all good---until it isn’t. Be aware of when likeability turns into an overwhelming need ...

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 was speaking with a sales enablement manager who was really ...

Read More

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 testing and delayed gratification. Reality testing is the ability to ...

Read More

Sales management is a challenging role, one that requires many talents and skills. The effective sales manager must have problem-solving skills in order to properly diagnose sales performance issues. They are excellent teachers because they’ve learned how to teach and transfer the habits and skills that create top producers.  Let’s ...

Read More

Colleen talks with Simon Haugh, The Growth Specialist, about being resilient in these pandemic times and connecting with clients and prospects with emotional intelligence. ...

Read More

In this episode hosted by Belay’s CEO, Tricia Sciortino and COO, Lisa Zeeveld, we discuss how emotional intelligence and soft skills produce hard sales results. Learn how to build high-performing sales teams through the power of emotional intelligence. ...

Read More

Do you remember the good ‘ole days? I’m talking about January 2020!  The economy was humming, sales kickoffs and annual awards were celebrated, and many sellers were on their way to their best sales year ever.And then, for many businesses, the celebrations and high fives stopped because of the impact ...

Read More

Your salesperson, Caroline, has done a great job of opening a large opportunity. The sales conversations with the prospect have been thoughtful and insightful. The deal is at recommendation stage and the prospect puts on his professional buying hat and starts lobbing objections and/or requests for additional concessions in order ...

Read More

“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw  “We don’t change, we don’t grow. If we don’t grow, we aren’t really living.” – Gail Sheehy When I speak to CEOs and sales managers, I ask them how many have seen changes ...

Read More

There are hundreds, maybe thousands of books that teach strategies and tactics to close more sales. But many sales organizations are still missing their sales quotas. It could be because they’ve ignored market requests, and don’t provide products and services prospects want to buy. Maybe their marketing efforts are generating ...

Read More

“Empathy” is the new buzzword in sales and business. It’s an emotional intelligence skill and an essential skill in influencing people.   You really can’t engage in effective communication if you don’t care or know what another human being is thinking or feeling, which defines empathy.   Sales experts talk about the ...

Read More

Salespeople are taught to identify and set meetings with all the buying influences, which are called either the economic buyer, technical buyer or recommender, depending on which sales training course you took. It’s important to engage a company’s buyers. But be sure to include one more entity in your preparation: your buyer’s ...

Read More

Years ago, I read an interview with famed actor Denzel Washington, who shared a piece of wisdom from his father. His dad always told young Denzel, “Do the work so you can do the work.” His wise father knew that you often have to put in a lot of effort ...

Read More

Good salespeople know their competition, and invest time in designing strategies and tactics to beat competitors. They design value propositions and questions designed to point out the gaps in the competitor’s offering, without ever saying their name. They share well-thought-out stories about happy clients that have benefited from their company’s ...

Read More

I’ve been in the business of developing sales forces for 18 years. I really struggled my first year. But then I ran an appointment with a very sharp executive. He taught me a valuable lesson when he shared what he told his team: You can’t be more committed to your ...

Read More

Whether you are a new sales manager or veteran sales manager, you recognize that the skills needed to lead and direct a sales team, are very different than those required to be a top sales producer. Sales management requires skills such as training and coaching, giving feedback and running effective ...

Read More