There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. When it happens, the results […]
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It’s unfortunate that role play has a low level of acceptance in many sales organizations. Done well, it’s one of the very best ways to train, coach, and improve skill levels. In this post, I’m not going to attempt to convince you that role play is an outstanding learning or performance improvement tool. For that, […]
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I did some counting recently. 2022 marks my 37th year in the sales profession and the 27th since my first sales training role. For the past 25 years, I’ve focused on finding holistic performance solutions that move the needle on the metrics that matter and radically improve sales mastery and performance. I’m still enjoying a […]
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In Part 1 of this series, I shared my belief that the solution to many of our current sales problems, and a viable vehicle for radically transforming your sales results, is a Systems Approach to Sales. The four systems I recommend as a starting point are: In Part 2 of the series, I highlighted the Sales Selection System. In Part 3 […]
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In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: Sales Selection System Sales Readiness System (formerly Sales Support) Sales Training System (formerly Sales Learning) Sales Management System In Part 2 of […]
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There’s a lot of talk these days in the sales enablement community about the need for sales and marketing alignment. I wish I saw more of it actually happening, but I’ve written about it, too, and see the need, so you certainly won’t hear me disagreeing. When it happens, the results can be impressive: less […]
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Here is quick-hit post on sales coaching. Some Background There are multiple forms of coaching. I’ve often categorized them this way… directive coaching developmental coaching behavioral coaching personal effectiveness coaching (life coaching/executive coaching) … but I also don’t believe these distinctions are cut and dried. There is overlap and a great coach pulls out the […]
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While there are no magic bullets for sales or sales management, you can achieve a significant lift from your sales team by doing some foundational things very well. I know that many of you are incredibly talented sales managers who lead and manage your teams with great skill, but I am also often surprised at […]
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If I hear, “Sales training doesn’t work” one more time, I think I’ll scream. If done well, sales training works fine, for what it’s designed to do. This may spark a semantics debate, especially with my friends in the sales consulting space and others with a performance-orientation, but to me, training – in and of itself […]
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It sometimes surprises people to learn what separates the top 4% of sales producers from the rest. Judgment is one of those surprising skills. In fact, it’s such a differentiator, that I consider judgment to be one of the superpowers of selling. Part of the 22nd Century Selling Skills In my presentation on 22nd Century Selling […]
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