I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Tag: Learning
Figuring It Out, Critical Sales Competency!
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
My Favorite Sales Books Posted on June, 2015
I hate starting posts with an apology. Particularly to a group of outstanding … [Read more...]
Do You Respect Your People Enough To Fire Them? Posted on May, 2015
Unfortunately, one of the biggest sins I see in performance management is … [Read more...]
Context, The Ultimate Sales Differentiator Posted on May, 2015
Everyone is enthralled with content these day--Thankfully! Content's not new, … [Read more...]
Moving Into Our "Discomfort Zones" Posted on May, 2015
As sales people, we get frustrated with customers that are slow, reluctant, … [Read more...]
The Data On Sales Success Is In! Posted on May, 2015
We've run across some startling data on sales performance: 99% of sales reps … [Read more...]
The Engaged Leader Posted on April, 2015
I read a fascinating post by Patrick Lencioni, entitled, Micromanagement Is … [Read more...]
Connecting The Dots, Strategy And Execution Posted on April, 2015
I'm sure I'm trying the patience of a number of people in a client … [Read more...]
Skilled Adaptation Or Clueless Reactions? Posted on April, 2015
To the casual observer, the fluidity with which a top performer adapts to a … [Read more...]
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