How are salespeople typically described? You typically hear words like “self-centered,” “pushy,” and even “untrustworthy.” While we may not hear these words when face-to-face with an actual prospect, we can probably all agree that prospects are initially guarded, untrusting or more simply put, unreceptive to one degree or another. In other words, there is a…

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The beginning of a new year is always a great time to sit back, reflect and reevaluate. It’s a time to check in with ourselves and our peers, to set new goals and reconnect to what drives us.  For sellers, this can mean reconnecting back to our personal mission as salespeople and the mission of…

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Even if learning about sales training statistics doesn’t get your toes tapping, it is still something you should know about if you’re concerned with the performance of your sales team. Maybe you had not considered outsourcing your sales training, whether in person or virtual. Or perhaps you are just looking to gather some information about…

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As we navigate the seasonal shift from summer to fall, it’s becoming evident to many of us that this virtual way of conducting business will accompany us into the winter months ahead. Still dealing with the COVID-19 pandemic and all it entails, in both our personal and professional lives, may be leading some of us…

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The last days of summer are fading away, and the leaves on the trees are slowly changing colors; it is the time of changing seasons.  For many, the two most important seasons begin during this time of year: deer season and budgeting season. Hunters across the country are avoiding spouses and shirking off other responsibilities…

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For the past 25 years, we’ve been studying what I (and most sellers) believe is the most difficult aspect of selling: prospecting or “cold calling” as some may remember. Whether you’re an account manager or biz development rep, hunter or farmer, your income and value are based on the revenue you create. Whether hunting for…

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What do you really want? It’s a good question. Some of us have an easy answer, while others struggle to describe what they really desire. Either way, the answer to that question is usually the prevailing theme of our day, whether you’re at work, dinner, or even on vacation. If you’re like me, you constantly…

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I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance?  I know there may be higher callings in life, but this is the path I’ve chosen… and this path has led me to the realization of what is the most important ingredient to not…

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This may sound familiar… You’re attempting to vet a few training providers, and as you navigate the process, you realize that choosing the right firm is far from easy.    Way too often, learning leaders fail to get what they want because there are a lot of intangibles. And honestly, the training providers are better…

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There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. For far too long, sales has been too simply defined by activity, pipeline, and quotas. While those are all extremely important, I think we need better clarity on…

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