In another time, onboarding a new salesperson would not have been difficult. In fact, many new salespeople did not go through onboarding at all. There was very little preparation to ensure the salesperson would be successful in their new role with a new company. The person ...
What you are about to read may sound like heresy at first. But if you open your mind, you may see something that will allow ...
In October 1992, I had a grand mal seizure while walking up the steps of my Brentwood, California, apartment. It took some ...
According to the legacy sales approaches, you are supposed to identify your client's problem and their pain. Once you have ...
I am tempted to tell a long story about a comment on LinkedIn asking this question, but I am afraid I won't create enough ...
Many salespeople underestimate the importance of how they present themselves when they walk into their prospective client's ...
There are a lot of lists of attributes required of a great leader; most include things like vision, communication, and a ...
If your most senior sales manager left unexpectedly, how long would it take your team to fill the role? In the face of the ...
At some point in your life, someone will tell you that you need SMART goals. SMART stands for specific, measurable, ...
What does resilience mean to you? A few concepts probably come to mind when you hear the word—concepts like toughness, the ...
One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it ...
We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree.
In any conversation between a salesperson and their client, the salesperson is either One-Up or One-Down. The term One-Up ...
When it comes to change, some clients are more difficult to help than others. This post is not about clients that are ...
Having certain client conversations in a particular sequence can improve your ability to help clients change. It can be ...
Salespeople need stories to sell. Much of the time, salespeople use stories about their client's problems and how their ...
The ability to be One-Up requires you to have more knowledge and experience than your clients. It doesn't suggest that you ...
The data shows that salespeople are not doing well. A search for something like “quota attainment” reveals that a large part ...
There are a lot of tough jobs in business, frontline sales manager is one of them. Those who succeed tend to have the right ...
When a client has done something in a certain way over a long time, the fact that it has always worked can cause them to ...
Leading isn't easy, and leading sales is one of the more difficult roles in business. Unlike some other leadership roles, ...
