Tag: sales development

The Gist:

• There are only two ways to acquire the talent you need: buy it or build it.
• Many leaders mistakenly believe it is easier to buy talent than build it and are disappointed with their results.
• Building talent is not only a more…

The Gist:

• We expect too much of sales training when it comes to providing new skills and competencies.
• Transferring knowledge is part of development, but successfully improving results requires transferring competency, so salespeople can…

There are many reasons salespeople and sales organizations struggle to produce better results. There aren't any secrets that allow some sales organizations to perform better than their peers. Because what you need to know is already known, what…

Adversity is what makes and shapes you. Without adversity, without having to push through something difficult, your development is stunted. Difficulty requires that you grow. If you are going to learn to sell, specific roles may seem better than…

The next idea is better than the last one. It is more recent; therefore, it is better.

This new strategy could be exactly the thing you need to jumpstart your results. There are books and articles being written about it, and the experts say it is…

My first book, The Only Sales Guide You’ll Ever Need, is a framework. The first half of the book is made up of the behaviors and beliefs that constitute the mindset necessary to succeed in sales (and most other human endeavors). The second half of…

Sales enablement is an important role with lofty goals. The mission extends way beyond sales operations; it includes sales management and sales leadership. But what are you enabling?

Are you enabling your team to do their very best work? Are you…

You were a great salesperson. You were truly special. Selling came easy to you.

You were born with the ability to create rapport. You like people and they like you. People have always trusted you, and you’ve always taken on more responsibility…

When you take your team off the field make sure it is achieve the right outcomes.

Too often sales organizations take their sales teams off the field to accomplish things that are better accomplished some other way. They take them off the field to…

Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you…