Blog Archives

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

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

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.

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Posted in Marketing, Sales Leader, Sales Management, Sales Messaging, Sales Process