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?
Blog Archives
Today’s Lesson: Receiving Feedback
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: Are You Good at Rapport? Are you Sure?
Many of us salespeople have a dirty secret. We hate building rapport especially with prospects or even just people we don’t really know well. Sure, we are expected to be the life the party and the meeting, the easy-going back-slapper…
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,…
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…
Today’s Lesson: Your Prospect’s Experience
I recently attended a Vistage presentation given by John R. Patterson entitled, “Creating An Extraordinary Customer Experience that drives Loyalty and Growth.” Patterson artfully related how the best brands recognize that great customer experience drives greater profits. I had two…
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…
Tagged with: challenges, coaching, marketing, messaging, On-boarding, pipeline, process, recap, training
Posted in Building Trust, Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Posted in Building Trust, Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
A Q&A on Sales Methodologies and Pragmatic Marketing
My friend and colleague, Jon Gatrell of Pragmatic Marketing interviewed me for a recent newsletter article on sales and marketing alignment. Enjoy it here.
Tagged with: alignment, marketing, personas, sales
Posted in Marketing, Sales Leader, Sales Management, Sales Messaging, Sales Process
Posted in Marketing, Sales Leader, Sales Management, Sales Messaging, Sales Process
