by salesreform | Dec 10, 2018 | Closing, Qualifying, Sales Management, Sales Process, Today's Lessons
It’s early December, and for a lot of you that means it’s proposal time. Slow down please and consider the recommendation of the famous philosopher and life coach Ice Cube in 1990’s “Check Yourself”: “You better check yo self before you wreck yo self.”...
by salesreform | May 17, 2018 | Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
I joined Jason Stone from Frontline Selling for this video webinar, the first in a series – How to Start the Sales Cycle with Killer Prospecting Techniques – Frontline Selling.
by salesreform | Feb 22, 2018 | Careers, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
A year ago, I had a full process-messaging-behavior engagement with a client that culminated with a full two-day workshop. They went on to have a terrific year. We are now rolling out an Account Growth process and met this week to introduce the idea in a quick team...
by salesreform | Jan 23, 2018 | Careers, Sales Leader, Sales Management
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 particular...
by salesreform | Sep 12, 2017 | Champion, Qualifying, Sales Management, Sales Process, Tools
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 they are making a decision Tuesday.” I responded that I could see why he was...
by salesreform | Mar 15, 2017 | Careers, Presenting, Sales Leader, Sales Management, Tools
Constant improvement is one of my bedrock principles for starting SalesReformSchool 12+ years ago. 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...
