Archives for March 2013

Improve Your Sales Coaching with Two Simple Steps – Part 1

Coaching & Fashion – Models Abound There are many solid models for generalized sales coaching and sales rep development. Most of these models address how to coach – meaning, how to conduct an effective, interactive coaching session. Appropriately, these models usually include some sort of Socratic, dialogue-based, facilitative approach, similar to effective selling, interactive classroom […]

Adaptive Buying and Selling Alignment

I’ve been thinking about this concept for about six months and have finally decided to document it here now, even as work in progress. The name I’ve given my concept is Adaptive Buying and Selling Alignment. It’s a mouthful; I know. Perhaps that name won’t stick, but it’s a “working title” and I like it […]

How to Increase Sales with Top Producer Research – Part 2

How to Increase Sales with Top Producer Research – Part 2 In part one of this series, I discussed the misnomer inherent in the term “best practices” and recommended “top producer practices” instead. I also pinpointed the reason for the bad reputation, since poorly executed best practices projects often fail to produce tangible results. In the […]

How to Increase Sales with Top Producer Research – Part 1

The term “best practice” is tossed around a lot. These days, it’s sometimes met with a groan or disbelief. There are many reasons for that, some valid, some not… but two of the most prominent reasons seem to be: The reaction to the misnomer inherent in the phrase “best practices.” The fact that it’s been […]

We Live in Different Sales Worlds

I Love a Good Rant In 1989, Richard Bach released his follow-up book to “Jonathan Livingston Seagull,” called “Illusions: The Adventures of a Reluctant Messiah.” In the book, Bach struggles to learn from his new friend, Donald Shimoda, a man Bach believes is a Messiah who quit the job, but found him – based on […]

Launch Redux – Deja Vu All Over Again

Okay, it’s true. I’m calling a “Do Over.”  I announced, in mid-November of 2012, what I’d be doing with this blog. It hasn’t happened. Ouch. I know. Shortly after the announcement, I got embroiled in the end of several-month career search, navigated multiple offers (fortunately), landed a new gig, took a vacation for the holidays, and […]