This is a follow up to the 11 Things Great Salespeople Don’t Do. There are two sides to sales. The salespeople and the those that lead them. Each of them has a distinct and different role. Salespeople go and sell. They are the front lines. The sales leaders,...
Your CRM is a tool. That’s all. And, like most tools, you have to us it correctly if want get the most out of it. Learning to Use Tools Correctly Have you ever seen a little kid use a hammer for the first time? They bang away at the nail, if you’re...
It looks like a client of mine is about to lose a massive deal. A serious sales failure is unfolding and the root of the problem? The seller has no fucking clue what they’re selling. When I say that, I don’t mean they can’t list the product’s features. I mean they’re...
When I ask a server what they think about a dish, if they say it’s excellent, I say great and I then ask about another menu item. If they say that one is good too, I then ask about another. If the server also says that one is good, I switch my approach and ask,...
Coaching, especially in sales, is a cornerstone of effective leadership. I’ve long believed that coaching is an indispensable tool for driving success. Whether you’re leading a sales organization or managing any group of professionals, robust coaching strategies can...
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