There are a lot of lists of attributes required of a great leader; most include things like vision, communication, and a strategic mind. There are far fewer lists of the soft skills that make for a great leader. The following soft skills would cause a team to recognize ...
If your most senior sales manager left unexpectedly, how long would it take your team to fill the role? In the face of the ...
At some point in your life, someone will tell you that you need SMART goals. SMART stands for specific, measurable, ...
What does resilience mean to you? A few concepts probably come to mind when you hear the word—concepts like toughness, the ...
One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it ...
We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree.
In any conversation between a salesperson and their client, the salesperson is either One-Up or One-Down. The term One-Up ...
When it comes to change, some clients are more difficult to help than others. This post is not about clients that are ...
Having certain client conversations in a particular sequence can improve your ability to help clients change. It can be ...
Salespeople need stories to sell. Much of the time, salespeople use stories about their client's problems and how their ...
The ability to be One-Up requires you to have more knowledge and experience than your clients. It doesn't suggest that you ...
The data shows that salespeople are not doing well. A search for something like “quota attainment” reveals that a large part ...
There are a lot of tough jobs in business, frontline sales manager is one of them. Those who succeed tend to have the right ...
When a client has done something in a certain way over a long time, the fact that it has always worked can cause them to ...
Leading isn't easy, and leading sales is one of the more difficult roles in business. Unlike some other leadership roles, ...
One of the more difficult initiatives a sales leader can attempt is changing their sales approach. Every so often, the ...
There is a general consensus that you win or lose a deal in the discovery phase of the sales conversation, even if it takes ...
Let's look directly at an inconvenient truth most are unwilling to recognize or acknowledge: Your company, as good as it is, ...
One of the best ways to be productive is to avoid wasting time. The more time you waste, the less time you have for what is ...
The "cult of efficiency" believes deeply that the most important initiative is to generate more activity. More still, they ...
Frequent readers know that the primary focus of my work is sales effectiveness and sales leadership. My work is focused on ...
