by salesreform | Apr 24, 2019 | Uncategorized
This week a CEO client of mine sent the above image to me with a question: “What should A**’s “sales cadence” calendar look like? Here’s what we have so far . .” I can be scatterbrained, so forgive me that the first thing that came to mind was that I received...
by salesreform | Jun 25, 2018 | Champion, Qualifying, Sales Leader, Sales Messaging, Sales Process, Today's Lessons
I joined Jason Stone from Frontline Selling for this video webinar, the second in a series – Sales Cycle Series – Executing the First Call – Frontline Selling
by salesreform | Apr 25, 2018 | Networking, Sales Leader, Today's Lessons
Last week, the Wall Street Journal published an essay adapted from David Burkus’s new book, “Friend of a Friend: Understanding The Hidden Networks That Can Transform Your Life and Career,” published by Houghton Mifflin Harcourt. In summary, the author sets out the...
by salesreform | Apr 19, 2017 | Champion, Qualifying, Sales Process, Today's Lessons
During a recent workshop, I described how we salespeople need to constantly work to be perceived as our prospect’s equals. What do I mean? Here are three examples where we are equals, but not necessarily perceived as equals: Like you, I am a busy professional. Often,...
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...
