Today’s Lesson: The Implementation Story

Many of you are trying to close deals with your prospects this week and next to finish the year or quarter on a high note. So, I have a question: Have you included an implementation plan discussion as part of

Posted in Closing, Qualifying, Sales Process, Tools

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: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

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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

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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

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