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…
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?
Tagged with: coaching, development, training
Posted in Careers, Presenting, Sales Leader, Sales Management, Tools
Posted in Careers, Presenting, Sales Leader, Sales Management, Tools
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…
Tagged with: buying process, challenges, closing, messaging, process, sales conversations, seller, stories, training
Posted in Closing, Sales Messaging, Sales Process
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…
Tagged with: challenges, coaching, marketing, messaging, On-boarding, pipeline, process, recap, training
Posted in Building Trust, Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
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…
Tagged with: expectations, On-boarding, practice, role play, sales, sales messaging, sales process, scripts, Sellers, training
Posted in Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
Posted in Careers, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools
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…
Tagged with: brainstorm, facilitation, manager, sales, training
Posted in Sales Leader, Sales Management, Tools
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…
Tagged with: CustomerCentric, marketing, Sellers, selling, training
Posted in Marketing, Sales Messaging, Sales Process, Uncategorized
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…
Tagged with: enthusiasm, expertise, focus, malcontents, Managers, sales, training
Posted in Sales Leader, Sales Management, Tools
Posted in Sales Leader, Sales Management, Tools
