Top 2 Things Sales Organizations Can Do to Exceed Sales in 2018

If you are like most sales organizations, you are being tasked to grow sales in 2018. Here are two proven ways to make sure it happens: #1 Invest in Your Sales Managers Whether or not you achieve your sales goals in 2018 is going to be up…

How much customer focus is the right amount when selling?

In today’s business environment, companies are focused on becoming more customer-centric. This must include the way we sell. The solutions and products are designed to enhance the customer’s success, interface seamlessly into the customer’s…

How 'Scarcity Thinking' Impacts the Sales Effort

Scarcity thinking is a mindset. It’s when an individual believes there is not enough of something – money, opportunity, time, etc. Any of us can experience scarcity thinking, regardless of our circumstances – “I don't have enough money”…

Transforming interviews into auditions

Most of us struggle when interviewing. We want to really know the capabilities and true talent of the individual we are considering for hire. But, as we all know, when seeking employment, candidates are prepared, have well-practiced responses…

Sales Leader: How many of these questions can you answer?

As we begin the year, if you are a leader of a sales effort at a company, stop and think about what results would be possible if you could decisively answer these questions: Do we have the right people in the right roles? As we know, there…

Building a High Performance Culture: A Two-Dimensional Model

Building a High Performance Culture: A Two-Dimensional Model Building a high performance culture is the capstone of excellent leadership.  However, achieving the right balance between driving accountability and supporting individual employee…

Interviewing Salespeople? Here Are 3 Tips

We all know that salespeople are some of the best interviewers in business.  They know how to sell themselves.  Yet, have you ever found that after selling themselves to you, they fail to sell your company’s products or services effectively?…

8 Common mistakes when hiring salespeople

Many of my customers are adding salespeople as the calendar year kicks off.  Hiring the best sales talent is one of your biggest advantages to achieving sales and revenue goals.  So, when you add sales talent, it is critical that you add the…

The passing of my mentor and the power of believing

Many of you have heard me refer to my mentor in my sales training sessions over the years. He passed away last weekend. He taught me a lot about sales & believing. Bob believed he could sell to anyone, because he believed he belonged…

How we are ‘Being’: Gaining Access to Sales Success

Over 24 years, I’ve had the privilege of meeting and observing thousands of effective salespeople. Many times when we try to figure out why some salespeople are more successful than others, we quickly look to the techniques they use, the actions…