Anyone that knows me well also knows that I am an avid reader. I’ve always believed that to be a “thought leader” a person must be exposed to new thoughts. New thoughts and ideas help sales professionals create new and innovative ways providing value to clients and increased sales.One of ...

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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 a great sales training workshop where they learned the right ...

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In leadership, it is crucial to understand the power of both the heart and the head. Every decision, every strategy, and every argument should be grounded in a combination of rational thinking and emotional connection.In this thought-provoking discussion with David Hennessy, VP of Sales at Kite Pharma, we dive into ...

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In this blog, we showcase a recent Sales Leadership Awakening podcast episode where Steven Rosen and I interviewed Keith Rzucildo. He is Vice President of Sales at Miller Electric and a seasoned leader who has successfully navigated the complexities of gaining buy-in for a new vision within his organization.Here are ...

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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 great mindset to install into your sales organization. It produces ...

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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 one thing:Make a decision.Get rid of wishy-washy words and phrases ...

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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 foot on the gas and go. My suggestion:  Put your ...

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College graduates are embarking on their next journey to becoming full-fledged adults. They’ll be charged with making a living, making their own decisions and…living with the consequences of those decisions. If I was making an appearance as a commencement speaker, here would be my advice to graduates with college degrees ...

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Sales managers are often frustrated because their sales team’s performance continues to fall short of expectations. The reason for such frustration is that dedicated sales managers invest time teaching and coaching salespeople only to keep running into the SAME sales team performance issues. Maybe you can relate to some of ...

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Are you the smartest person in the room---that no one likes? Likeability is important in achieving the sales quota. A prospect must like a salesperson before he or she will trust a salesperson. It’s the old adage, “People buy from people they like and trust.” However, I have observed smart, ...

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“The race is not to the swift but to those who keep on running.” The author of this quote is unknown; however, selling in tough economic times means you finish the race in order to achieve your sales goals. Selling in tough economic times is similar to running a marathon. ...

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Wondering how to improve emotion management? A mentor of mine has a great mantra. “If you are not STABLE, you are not ABLE.” Translation for sales professionals: If you are not able to manage your emotions, you will not be able to execute the right selling behaviors. The ability to ...

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How to attract and retain top sales talent is top of mind for CEO’s and VPs of Sales. Companies have made positive changes offering better compensation packages, flexible work schedules or the ability to work remotely. However, I believe that many organizations are not fully utilizing a proven strategy. And ...

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I was recently reminded of an important interview question that gets missed when interviewing a potential sales candidate or not explored in enough depth. That question is: Are you coachable? This reminder appeared after reading the book, The Trillion Dollar Coach. It’s the story of the late legendary business / ...

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Sales team development takes work, discipline and empathy. It takes work to meet with potential sales candidates. It takes discipline and self-awareness to execute a consistent coaching cadence. And empathy is important in learning how to work with each member of your sales team.   Add one more item to ...

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When I first heard the term psychological safety, it didn’t even occur to me that psychological safety could have an impact on sales. Frankly, it sounded like the latest fad put out by business and human resource consultants. After all, aren’t sales professionals supposed to be hard charging, thick skinned ...

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The perfect storm is back. And it’s occurring right after we thought life was going to become easier with the pandemic winding down. Time to stop wishing and hoping because there is a new set of storms wreaking havoc on businesses and the people they employee.   We’ve got the ...

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Sales managers choose the role of leadership because they like people and like helping people. These qualities are necessary for effective leadership. However, it’s important to be aware of when your desire to help people turns into people-pleasing, non-productive, sales management behaviors. Here’s the hard reality. People pleasers make lousy ...

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Do you have a salesperson waiting in the wings that can step right into sales management? Think about that question for a minute. The theatre has a person called an understudy. This is a performer that learns multiple lead roles in order to stand in for one of the main ...

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We’ve all heard at one time or another that we need to find out “what’s keeping our prospects and customers up at night.”  Effective salespeople engage in pre-call planning and create questions to uncover the answer. Finding out what’s keeping prospects and customers up at night shines a light on ...

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 "The economy, stupid” was a memorable phrase coined by James Carville when he was a strategist in Bill Clinton’s successful 1992 presidential campaign. His goal was to get the campaign message focused on a topic that would resonate with voters and yield results---which it did.  “It’s the relationship, stupid” might ...

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Wondering how to coach your sales team through tough times? It’s easy for all of us to moan and groan about challenges that affect our ability to achieve sales goals. Today’s laundry list is pretty long: High inflation, crazy gas prices, threats of a recession and global unrest just to ...

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Business and life is filled with a lot of “shoulds.” The profession of sales has its own list of shoulds such as, “A top sales producer should ask for a promotion to sales manager. You should climb the corporate ladder. You should aspire to lead and manage a sales team.” ...

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Companies are still navigating through the many changes brought on by the pandemic. One such change is that salespeople that once reported into an office are working in remote offices or in a hybrid working environment. There are pros and cons to both models.  The pros are that salespeople feel ...

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