Don’t Lead With Fear
You've probably heard some of the buzz around leading with fear.
Learn MoreYou've probably heard some of the buzz around leading with fear.
Learn More“Follow every step of this bulletproof routine every day and you’re sure to become a high performer in sales.” That, my friend, is terrible advice. And yet that kind of guidance keeps getting spread around as though it’s the plain truth—when, in fact, it’s just…well…bull-sourced fertilizer!
Learn MoreI recently watched a presentation that underscored the best practices of top performers. In particular, one topic they highlighted was morning routines and how top performers had a strict morning routine. For example, they wake up at 4am, work out, have their coffee, make their calls, and check their emails.
WatchNo one in sales has an unobstructed 360-degree view of their relationship with their customers. Nobody. Not even top performers.
Learn MoreI was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition. The competition was crushing him on price and all of his customers were price-sensitive. Everything was coming down to pennies on the dollar, resulting in him losing business.
WatchThis week, I want to discuss your pipeline metrics. Our clients are noticing an unstable marketplace and, if you're not paying attention to this instability, it can dramatically change your pipeline metrics and lead to disastrous results.
Watch“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days.
Learn MoreHow often does your sales team take the time to reflect?
Learn MoreCould your sales team be forgetting about this crucial step?
Learn MoreSitting in on sales coaching calls is one of the most thrilling aspects of my work. This is because I get to see in real-time what really informs the organization.
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