Blog Archives

Today’s Lesson: Don’t be a Poodle

During a recent workshop I described how we sales people 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

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Posted in Building Trust, Champion, Qualifying, Sales Process

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: 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

Sometimes You Just Have to Ask

My son Max has been working hard putting together a skating/dance party for tomorrow evening to benefit an anti-bullying charity  – Kidpower International.  Yes, he’s a great kid, but he’s really doing this to fulfill his “mitzvah” requirement for his

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Posted in Closing, Sales Messaging, Sales Process

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

On-Boarding (or In-Boarding) Salespeople to your Sales Team

Here’s my presentation from today’s AA-ISP, Atlanta Chapter meeting. Presentation on On-boarding Inside Sales Reps In case the images are too cryptic,I’ll briefly summarize: The four foundational elements of a successful sales on-boarding process are: 1) Expectations – What do

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Posted in Careers, 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

Can you Lead a Brainstorm in Ten Minutes?

File this entry under facilitation skills and sales management. Last Friday morning, I facilitated the first 2011 meeting of the Atlanta Chapter of the American Association of Inside Sales Professionals.  After an introduction and welcome from our gracious host Brian

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Posted in Sales Leader, Sales Management, Tools

Nuggets from sitting in the back and really listening….

At least once per year, I serve as a sales training coach for another CustomerCentric Selling®  practitioner. Last week, I helped Frank Visgatis, co-writer of the CustomerCentric Selling® methodology at a Workshop in Atlanta.  This serves a few purposes:  1) to

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Posted in Marketing, Sales Messaging, Sales Process, Uncategorized

Sales Managers Consider the “Law of Threes”

If you pay attention to pop culture, have some appreciation for history or at least historical perspective, and love sports, you should be regular reader of “The Sports Guy” on ESPN’s Page 2. Bill Simmons is a smart and hysterically

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Posted in Sales Leader, Sales Management, Tools