Today’s Lesson:Take a P A U S E

  Professionally, many of you are looking at your calendars and realizing that you only have six weeks or so left in the year and you are making your calls to try and close deals, or even create deals now

Posted in Building Trust, Sales Messaging, 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

Tagged with: , , ,
Posted in Building Trust, Closing, Presenting, Sales Leader, Sales Messaging, Sales Process

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

Today’s Lesson: Why Am I Here?

You may be thinking I am about to go off on an existential rant about authenticity, our place in the universe, or possibly a lecture on the appropriateness of a paleo diet. Nah, let’s save those for a get together

Tagged with: , ,
Posted in Building Trust, Networking, Qualifying, 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

Re-Launching SalesReformSchool

I’m Back! Let me explain…(an open letter) I’ve had some changes this year.  I’m writing today to explain why and give you an update. Early this year, I had just recovered from very successful back surgery and thought it a

Posted in Sales Process

Don’t Be a Cart-Firster

I’m a guest blogger, too!  Check out SalesReformSchool “on the road” by reading Uncool Sales Practices: Don’t Be a “Cart-Firster” — my first post on the KiteDesk blog at http://bit.ly/1nlqUSI.

Posted in Sales Process

KiteDesk Goes to School

Sean Burke, CEO of my client KiteDesk, wrote this blog post   – about our work together. If you sell to other businesses and need new customers, get to know Kitedesk and tell them I sent you. 

Posted in Qualifying, Sales Messaging, Sales Process, Tools

Are You Giving Good Phone?

Do you give good phone? Today, I called a stranger to buy football tickets. I had found the nice lady on the other end of the phone through her craigslist “for sale” posting.  She had suggested in her listing that interested

Tagged with: , ,
Posted in Building Trust, Sales Messaging

Where do you go to School?

I have been a member of a Vistage Trusted Advisor group for four years. For me, the best benefit of Vistage is not the valuable business contacts, but rather the opportunity that paying attention to the speakers gives me for

Posted in Sales Process