Blog Archives

Today’s Lesson: What Stuck Most

Since I had them all in a room together, I asked during a pause:

What from our engagement and workshop a year ago most helped you be successful in 2017?

 What stuck most?

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Posted in Building Trust, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools

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: Beatus Aures

Over coffee last Friday a coaching client of mine told me about an RFP he was excited to answer. “It’s in our wheelhouse, but I have to go soon so I can get the answer out. It’s due today and

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Posted in Champion, Qualifying, Sales Management, Sales Process, Tools

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: 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

Posted in Building Trust, Networking, Sales Management, Sales Process, 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: 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

Posted in Building Trust, Networking, Sales Management, Sales Process

Elements of a Sales Recap Email

Do you send something like this after every meaningful customer/prospect conversation?

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Posted in Building Trust, Champion, Sales Management, Sales Process, Tools

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