When I was sales executive, much of my time was spent helping my sales teams focus on key sales activities and shifting their perspective to the customer’s point of view. And as a sales coach today, my time is spent very much the same way. It’s true that sales...
One of the things I enjoy most is talking to smart people who care about sales. Recently, I was on the Salesman Podcast with host, Will Barron. We had a fun conversation and I shared my opinion on some controversial sales subjects. Click here to listen or read...
We did it! We just completed the final Sales 3.0 Conference of the year. We wrapped up in Philadelphia for a fantastic one-day event that was a day filled with great speakers, networking and of course, so much learning. As always, it was a fun time being the Emcee...
The speed and complexity of the modern marketplace is the domain of intellectual agility. Top sales professionals (ultra-high performers) possess four types of intelligence that are tightly intertwined – each connecting, affecting, and amplifying the others....
I just couldn’t resist writing about spooky sales reps—it is Halloween, after all! You know, when all the spooky, creepy things are supposed to come out. It’s that time of year when ghosts, goblins, vampires, mummies, (oh and princesses), knock on the door...
Get the Inside Scoop The Sales 3.0 conference in Las Vegas is a little more than a month away, but I am already so excited (you can register here). As always, we’ve put together a great schedule of speakers to provide insights and strategies for improved...
A Note From Alice: Revenue is down. What is your team doing? As the company leader you want answers from your sales manager. Your sales manager may be blaming your reps. When sales are down. But really, who’s problem is it? I say look up, not down. You are...
A Note From Alice: Ah, the weekly sales meeting. Don’t tell me, you hold yours on Monday mornings. How does your team look when they come to this weekly event? Are they bright-eyed, bushy-tailed and ready to share their successes, learn and grow? Or, are they...
A Note From Alice: As a sales leader or business owner, the success of your sales team depends on you and how well you coach your team to success. However, too often other “priorities” get in the way of coaching. Sometimes these priorities are truly...
What comes to mind when thinking about a successful sales strategy?We have all been in meetings talking about coming up with a successful sales strategy when someone says, “We can sit around planning forever, or we can just get going and do something.” And, rightly...