Blog Archives

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

Take Control + Adult Language = Higher Batting Average

A friend of mine, Let’s call him Joe, asked me to get together with him for breakfast last week. I had a feeling this was going to be a coaching breakfast. I know Joe through another business contact and talking

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Posted in 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

Regarding Sponsors and Referrals

When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business?  Or, do you do it the old-fashioned way and cold call and email blast your market?

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Posted in Building Trust, Champion, Prospecting, Sales Messaging, Sales Process, Tools

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

Establishing a Sales Manager as Coach Culture

In a recent LinkedIN discussion, Michael Gerard asked:  How do you establish a culture in a direct sales organization that encourages first and second line sales managers to be better coaches versus simply "super reps"?What specific steps has your organization

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Posted in Building Trust, Sales Leader, Sales Management

Beware the Halo Effect and Management Gurus

This one ranks up there with Freakonomics.  It's that good.  Phil Rosenzweig's article, "Misunderstanding the Nature of Company Performance: The Halo Effect and Other Business Delusions", details why management is NOT an exact science and there is no formula or

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Posted in Sales Management