I have been thinking a lot about what separates the pros from the average salesperson lately. Here is my list. First and foremost, they listen before they speak — asking questions and learning about their customer. They seek to understand their needs, goals, concerns, challenges, desired outcomes and what is at stake for them, BEFORE […]
Mindsets are powerful. They are the filter or lens through which we see the world. Mindsets set the foundation for how we interpret reality, and ultimately, influence what we think, feel, and do. Each of us is responsible for the mindsets we operate within each day. As much as we may prefer to blame others […]
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 to the quality of skills of your front-line […]
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 business processes and be easy to use. Marketing materials are designed to educate, inform, and illuminate new possibilities for buyers that […]
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” “I’m not making enough money” “The market opportunity is not large enough” “I don’t have enough customers” […]
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 ready, and are posturing to impress. So, how can we get better at revealing their true capabilities […]
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 are many competencies required by each sales and […]
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 success is not easy to achieve. Too much focus on numbers and position accountability could result in a toxic workplace while too little position […]
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? When you are interviewing salespeople, here are 3 techniques to use that will give you […]
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 right people, with the capabilities you need to execute the type of […]