"If we can focus on making clear what parts of our day are within our control and what parts are not, we will not only be happier; we will have a distinct advantage over other people who fail to realize they are fighting an unwinnable battle……." Ryan Holiday and Stephen Hanselman … The Daily [...]
We must "find and solve the pain," to be told by traditional sales pontiffs. Sellers who leverage behavioral science in their methodology know that two equal and powerful motivators are at the core of every buying decision. Loss (pain) is one. Gain is the other. However, getting to the real reasons that motivate a [...]
With all of the movement in the sales world, it is not unusual for sales leaders to move from organization to organization. Sometimes it’s moving up from being a regional leader to a vice president role or even higher. For others, it’s about moving up within one organization. But, at the end of it [...]
The short answer is...“it depends.” Let me tell you a story about Jim (not his real name). Jim’s sales manager was finding it hard to move Jim away from larger deals in his pipeline that were stuck. In a coaching session, Jim kept mentioning the amount of one deal, so I asked him, “what [...]
What sales approach do you use the most? Most salespeople are inclined to build a relationship with the buyer through the adaptive selling approach. Adaptive selling is one of the best ways to build a relationship with the buyer and gain their trust. There is, however, a subtle and potential pitfall when using adaptive [...]
The sales reps looked really uncomfortable. No, it wasn't the furniture, the room temperature, or environmental things. It was the topic. We were training them to use a Sequence of Events with their buyers. Their sales manager was ready to tear his hair out because he requires them to use this tool and update [...]
“Everything that irritates us about others can lead us to an understanding of ourselves” -Carl Jung True, but Carl Jung left out one crucial part. The key is stopping to ask yourself “why” you feel irritated in the first place. The best coaches and leaders ask that sort of question. They know they [...]
One Perspective "I'm a successful salesperson because I have good intuition." From the perspective of a veteran sales professional, intuition is a crucial trait of successful salespeople. Some see intuition as a powerful trait that separates great and good salespeople. However, the evidence tells us otherwise. The Evidence Research on the performance qualities of [...]
Sales Performance Behaviors Sales and marketing budgets will consume an average of 12% of company revenues, according to the Gartner 2016-2017 CMO Spend Survey. With that level of spending focused on promoting your company's products and services, you want to ensure that your most potent customer-facing asset, your sales team, is trained and coached on [...]
What comes to mind when you define "coach?" Some guy with a whistle, maybe a memory of someone you played for on a team, or people on the sideline directing their team to play better? Most of us have the context of the sports-type coach. But, unfortunately, this is where the pitfalls of do-it-yourself [...]
