Category: Leadership

The best sales organizations have a positive culture of accountability. There are very few leaders who would argue that accountability is necessary for sales, but very few talk about high standards and accountability with their sales force, a…

There is an order to grow. First, an individual grows, becoming something more than they once were. Then their results grow, the natural product of their personal and professional growth.

Most people stop working on the first part of this…

When clients call to tell a salesperson they chose their competitor, much of the time they point to the fact that their competitor had a lower price, something that is sometimes true and sometimes a nice way of letting the salesperson down without…

Some salespeople believe their CRM is a waste of time, that it doesn’t help them improve their results. They treat it like a task—one that they should avoid. Others believe that it is Big Brother, a tool used to spy on salespeople and monitor…

In August of 2017, I wrote about the fact that the linear sales process is broken. Because the sales conversation is nonlinear, it isn’t easy to follow a linear path from target to close. How could it be otherwise in something as dynamic and…

This is the first in a series of posts for sales leaders.

There are a few common reasons sales organizations struggle to produce the revenue necessary to reach their goals. Still, one of the most common causes is a lack of new opportunities.…

The word "demand" or "demanding" can induce an adverse reaction, and not without good reason. The way we are using the word "demanding" here does not point to the autocrat or despotic leader, who doesn't care about their people. The term "demand"…

You may have heard some sales leaders call the “pipeline” something like “pipe-lies.” You may also be familiar with forecasted closing dates as “Hopeium.” Under the very best of circumstances, forecasting can still be incredibly…

In The Only Sales Guide You’ll Ever Need, I started with a list of character traits I called Mindset because I believe that who you are is more important than what you do, including the skills that make up the rest of the book. I am writing a book…

No one wants to work for a micromanager, just as no one wants to be one. Like most things, when people believe that one thing is bad, they presume the opposite must be good. If micromanaging is bad, then leaving people alone must be good, or so…