Blog

Complacency Kills Sales

29
May
2013
4 Comments
Sales Culture

More sales. More customer growth and more success. That’s what everyone wants and how we have traditionally defined success as sales professionals. If you are selling more, then you must be successful – right? Perhaps…or maybe not so much anymore. Let’s be clear – the rules have changed and how we differentiate ourselves and our offerings is the reason why we will see more success. Personal and professional complacency kills sales.

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Sales Culture and Accountability: It’s About the Behavior

28
May
2013
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Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Relationships,
Sales Training Program

As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?

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Coaching, Not Telling

26
Mar
2013
4 Comments
Sales Coaching

I recently overheard a manager telling an employee how to do something. The reason I overheard it was because he was so loud that everyone in the vicinity heard him! After the manager was done, he happened to wander to my desk and mentioned how he had had a “big successful coaching session” with this person and that he felt it had gone very well. I found this interesting because what I heard was not coaching but telling.

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New Sales Culture Workshop™

26
Mar
2013
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“Everyone’s in Sales” and everyone has the amazing opportunity to present and sell themselves and their ideas every day! Did you know that one BIG difference between successful people and those looking for success is that successful people present themselves in a confident and inspiring way, making a good impression – and getting them what they want and deserve? That’s why knowing how to present yourself and your ideas is so crucial.

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Upcoming Seminar

21
Feb
2013
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I am excited to announce that our FIRST “Transform Your Sales Culture: Upgrade Your Sales Technology” Seminar for 2013 is almost sold out, so I hope you will reserve your spot today. My colleague Gene Marks and I are bringing this seminar to you on February 27 at the Courtyard Marriott in Philadelphia. We are also excited to have Howard Yermish, who will present his ideas and tactics for creating your own social media plan!

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Vulnerability Is Money in the Bank

21
Feb
2013
4 Comments
Sales Culture

The best part of giving a keynote address is getting the opportunity to hear so many valuable and insightful comments from attendees. The comments often make me think about how other people see sales and my topic of sales culture. Last week, I had an amazing conversation with someone about the role of vulnerability in making more sales and, by extension, creating a better sales culture.

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Is Your Calling Card Hubris or Humility?

21
Jan
2013
2 Comments
Sales Coaching

Some days I have these moments when I say “I think I have seen it all now.” Those moments don’t happen often, because people always come up with something new that makes me stop and think about what I have just witnessed. Great salespeople are separated from the not-so-great ones by many things, and much has been written about what those differentiators are, but I am thinking about the intersection of behavior and attitude today.

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