Category Archives for Sales leadership

Best Day

Are You Having Your Best Day?

As leaders, most of us work long hours. It’s not unusual for me to hear a CEO or sales leader tell me they put in 12-hour days. There is always so much to be done and not enough time. Even when we love

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Sales Coach

Winners Have Great Sales Coaches

No matter what industry you are in, the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business

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Sales Books that will help you grow

4 Sales Books That Will Help You Grow

More books! In our last book round-up, I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I hope they read a few. I’d love

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Selling Activities

Are You in the Dark When it Comes to Selling Activities?

It’s very easy for salespeople to waste time on activities that either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are

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The Secret Way CEOs Can Help Salespeople Avoid a Sales Slump

Around this time of year, many sales teams experience a summertime slump. Customers and colleagues go on vacation for a week or two. Kids are at home and parents are focused on them. We are still experiencing a

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3 Books for Selling in Turbulent Times

3 Books for Selling in Turbulent Times

While we’re taking this time to adjust to the world around us, we must keep our schedules as regular as possible and continue to fit in learning each week. A great and cost-effective way to keep

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Stop Talking about Products and Start Talking about Problems

Stop Talking about Products and Start Talking about Problems

At many companies, salespeople and marketers focus on products when talking to customers – not business problems.   The challenge is to get your sales and marketing team to focus on your customer’s business

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How CEOs Can Lead Sales Change through Historic Times

How CEOs Can Lead Sales through Historic Times

For months, the coronavirus has dominated conversations and news coverage around the world.  If you’re like most CEOs, in March you watched with growing alarm as massive global companies like Dell,

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Triage Your Sales Pipeline

The Best Way to Triage Your Sales Pipeline

Right now, it can be tough for salespeople to know what’s really going on with customers and prospects. And there’s a good chance no one else in your company knows, either. Any CEO who wants to keep

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Increase Sales

Basic and Effective Things You Can Do to Increase Sales

Need more sales? Let’s examine how well your team is practicing basic, effective selling skills.   You might assume salespeople are already practicing these skills, but in uncertain times, salespeople

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