How to Survive the Sales Kick-Off Sales Kick-Offs are energizing, noisy, and full of good intentions. Sadly they are rarely the place where real insight happens. The first rule of SKO... The aim isn’t motivation. It’s clarity. Before SKO: Look Back and Decide What You’re Listening For Before you walk into SKO, create a small pocket of space to review last year honestly and prepare intentionally for what’s ahead. Talk with a coach , a trusted colleague or a former boss and us

In Sales and Customer Success, “busy” can look like the whole team hustling on calls, chasing renewals, logging activity in the CRM. On...

Sales, at its core, is about understanding and addressing a customer’s needs. After 30 years in sales and sales leadership, working with...

Behavioral science empowers sales leaders to unlock team potential by addressing common challenges through proven strategies. 👉Clear...

A great diagnostic tool that aided me and the sales person I was coaching spot where the gaps were in their performance AND where their...

When you're in B2B sales you are expected to Add value during the sales process, helping the client think deeper and better about their...

A drawback is encountered where your product or service does not meet the needs of the customer Your client might require local invoicing...

As Q1 comes to a close. Take the time to reflect. Review your email, client folders, calendar, social media and CRM. Than ask yourself...

As a sales rep I used to sell a program called, " Connecting with Others, Listening and Speaking" which was an early "influencing"...

Is a gift, is easy to do and can get great results if done right... Here are 3 models to consider for how to give feedback SBI Situation:...

I've written about Self Determination Theory before, but thought I'd break it down further. Researchers Deci and Ryan looked at fifteen...

As a leader, people need to trust you. You build that trust by consistency of words and actions and create an environment that allows...

Coaching takes minutes to be effective - if done well and at the right time. As a sales leader (I.e. sales coach) one of my favorite...

If you have a 3 month sales cycle the this week is the week that the last opportunity you close this year will begin... (if it's a 4...

Years ago I had the pleasure of meeting Bob Miller (the Miller in Miller Heiman) at a fireside chat. He spoke about a variety of topics,...

Q2 starts today for many organizations. Time to reflect on the quarter gone and adjust as needed... What's the gap between where you are...