Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp …
The Giving Season I can feel the season changing. The air is finally getting colder, the trees are almost bare, the leaves are crunching beneath my feet as I take my morning walk and as …
CEO’s today must integrate sales into their culture if they want a healthy organization. In fact, they must lead, inspire, train, coach every employee about their critical role if they don’t want their company left …
“77% of executive decision makers found at least one new supplier at the last trade show they attended.” Spingo Did they find you? Lead Generation Many of you have sales plans for 2019 that include attending …
When I started reading the book, “The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top,” the first thing I thought was, “Shoot, why didn’t I write this book?” You’re probably wondering why a sales expert is reading a book on …
Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget to celebrate! The 5 …
There is no doubt that confident salespeople close more deals. I had this conversation this week with one of the great sales teams I have the pleasure of working with. In fact, I often have …
When Value Props Flop It’s easy to know when your value proposition is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I need …
Today, I made my coffee, checked my emails, and then talked to someone on the phone while driving. When I arrived at my client’s office, I answered two texts before our meeting. On my drive …
Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. That’s a great starting place. …
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