During or after coaching or consulting engagements, my clients often ask, “Do you think she (or he) can sell for us?” Similarly, friends, colleagues, or former SalesReformSchool students often ask me whether they (or lately, their kids) should pursue a…
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Blog Archives
Today’s Lesson: 10 Links
I’m going to try something different this month. When I procrastinate, I read. A lot. I also like to share stuff. Sometimes my friends and family say I over-share. Oh well, I gotta be me. So, I hope you enjoy…
Posted in Careers, Sales Leader
Today’s Lesson: How Do You Get Better?
You may know that I have been a member of a Vistage Trusted Advisor group for over five years. I consider it my graduate business school. While I have a Juris Doctor, I am not a Master of Business Administration.…
Today’s Lesson: Receiving Feedback
Recently, however, I received written feedback from a post accusing me of not modeling Active Listening in my public discourse like I teach my clients. It knocked me back on my heels. Had I slipped or not really improved?
Tagged with: coaching, development, training
Posted in Careers, Presenting, Sales Leader, Sales Management, Tools
Posted in Careers, Presenting, Sales Leader, Sales Management, Tools
Today’s Lesson: Empathy = Active Listening
Carly*, a millennial sales executive in one of my workshops came back on day two beaming with pride. She had implemented the “Empathy” skill we worked on the day before, but not in a business setting; rather in her personal…
On-Boarding (or In-Boarding) Salespeople to your Sales Team
Here’s my presentation from today’s AA-ISP, Atlanta Chapter meeting. Presentation on On-boarding Inside Sales Reps In case the images are too cryptic,I’ll briefly summarize: The four foundational elements of a successful sales on-boarding process are: 1) Expectations – What do…
Tagged with: expectations, On-boarding, practice, role play, sales, sales messaging, sales process, scripts, Sellers, training
Posted in Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Posted in Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Vistage All-City Atlanta Part 2
Yesterday, I provided the first half of my notes from Tuesday’s Atlanta All-City Vistage conference. This is Part 2. Keith McFarland was CEO of a breakthrough company taking Collectech Systems from revenue of $10M to $150M in three years. He…
Vistage All-City Conference – My Notes
I attended the Vistage All-City meeting in Atlanta yesterday. Vistage describes itself as “The World’s Leading Chief Executive Organization.” I would guess around 300 CEOs, key executives and “Trusted Advisors” attended. I am a member Larry Hart’s TA group. Before…
