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.

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

Can you Argue Both Sides? Think Like a Lawyer?

You may already know that I practiced law in a prior life. Some of my clients like and appreciate it, but I do get eye-rolls and my fair share of good-natured ribbing. I get it. When it comes up in conversation,

Posted in Building Trust, Closing, Sales Leader, Sales Management, Sales Process

Today’s Lesson: Start bcc’ing

Most sales managers I know have the best intentions. They don’t want to manage their reps, they want to coach them to achieve greatness – or at least quota. Many of them, though, struggle with where to start. The comfortable

Posted in Sales Leader, Sales Management, Sales Process, Tools

Today’s Lesson: Three Sales Archetypes

Only 54.6 percent of sales professionals produce enough revenue to meet quota according to CSO Insights 2015 Sales Compensation and Performance Management Study. And, it’s the rare prospect that actually wants to hear from a sales rep. What’s a senior

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Posted in Building Trust, Closing, Presenting, Sales Leader, Sales Messaging, Sales Process

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

Hubie, T.K., and the Ideal Prospect

When Hubie Brown and I were much younger, he was my favorite basketball coach.  I had just moved to Atlanta and adopted the hometown Hawks – his team.  He was smart and energetic.  In interviews, he seemed like a great

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Posted in Marketing, Prospecting, Qualifying, Sales Leader, Sales Process, Tools

Success Story: In-Boarding

reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who facilitate executive strategy retreats and

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Posted in Building Trust, Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools