Blog Archives

Today’s Lesson: Can She Sell?

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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Posted in Careers, Sales Leader, Sales Management

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.

Posted in Careers, Networking, Sales Leader

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?

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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

Posted in Building Trust, Careers, Sales Leader

Oh, Waiter. Want to Join My Sales Team?

One of the drudgeries of sales management is combing through resumes looking for that “Aha Moment.” Through real or virtual stacks of Curriculum Vitae, sales managers wait and hope for at least one spark to jump out as the reason

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Posted in Careers, Sales Leader, Sales Management

Unleashing Our “Inner Steve Jobs”

Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success.  Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.’” So, to unleash your “Jobs-siness” in sales

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Posted in Careers, Marketing, Prospecting, Sales Management, Sales Messaging, Tools

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

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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

Posted in Careers, Sales Leader, Sales Management, Tools

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

Posted in Careers, Presenting, Tools