3 Truths about Selling to People

If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them. But travelling can also make us keen observers of human beings and how they do business with each other.

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The 3 Biggest Sales Engagement Myths

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren't true. That's why today, I'm going to dispel the three big sales engagement myths.

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Why Workshops are Bad for Salespeople

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me explain.

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Reconsider Your Right Turns

It's the thing you always do because it worked before. Much like the delivery person whose route over the years has consisted of taking as many right turns as possible to save time, sales leaders have a tendency of relying on time-honoured habits in the execution of their work.

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I Can’t Fix YOU

I've stopped more than one CEO in their tracks when I've heard them utter this phrase: "I need you to fix a sales problem I have." Doing the fixing is not what I do.

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Putting Sales Velocity into Action: Sales-Cycle Speed

Sales velocity is a powerful metric that every sales leader must know inside out. While it measures how fast you're making sales and earning revenue, it gives you something even more valuable. You gain an understanding of the relationship between the four key activities that comprise your sales velocity: opportunities, deal size, closing rate and sales-cycle speed.

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