What sales approach do you use the most? Most salespeople are inclined to build a relationship with the buyer through the adaptive selling approach. Adaptive selling is one of the best ways...
The sales reps looked really uncomfortable. No, it wasn’t the furniture, the room temperature, or environmental things. It was the topic. We were training them to use a Sequence of Events with...
“Everything that irritates us about others can lead us to an understanding of ourselves.” True, but Carl Jung left out one crucial part. The key is stopping to ask yourself “why” you...
One Perspective “I’m a successful salesperson because I have good intuition.” From the perspective of a veteran sales professional, intuition is a crucial trait of successful salespeople. Some see intuition as a...
Sales Performance Behaviors Sales and marketing budgets will consume an average of 12% of company revenues, according to the Gartner 2016-2017 CMO Spend Survey. With that level of spending focused on promoting...
What comes to mind when you define “coach?” Some guy with a whistle, maybe a memory of someone you played for on a team, or people on the sideline directing their team...
Things are very exciting in New England! The Patriots are in the playoffs! I know; not a huge surprise, given the team’s talent and coaching. But, one of the things they do...
Force Multiplier: A capability that, when added to and employed by a (combat) sales force, significantly increases that force’s (combat) sales potential and thus enhances the probability of successful mission accomplishment. (JP...
“In the moments before a word is spoken, anything is possible,” Barbara Brown Taylor Cold Calls v. Intelligent Phone Prospecting Using the telephone to connect with prospective customers has been accused as...
Employee engagement numbers remain pretty bleak. The Gallup State of the Global Workplace: 2022 Report noted that only 21% of all employees are engaged. The engagement level in 2022 is well below...
The ugly truth is that we, as humans, lie. We do it all the time for various reasons. A study by the University of Massachusetts found that in a 60-minute conversation, most...
There’s a lot of talk about how coaching makes all the difference in sales team performance. But do you know the power of performance coaching? Most sales managers don’t. The most typical...
