mine your own diamonds

Sales Development System Sales Enablement Insights Sales Process

Want Better Sales Method? Mine Your Own

In 1869, Russell Conwell, an American Baptist minister, was traveling in the Middle East, and his Arab guide shared a story:  A man wanted to become rich so badly that he sold all his property and traveled the world in search of diamonds, only to find none. Alas, the new[...]

27
Apr

Sales Coaching Sales Management Uncategorized

The Myth of the Extroverted Closer

[...]

05
Apr

Sales Development System Sales Enablement Insights Sales Management

How to Partner Effectively With Sales Enablement

Knowing how to partner effectively with Sales Enablement may be the key to unlocking breakthrough sales team performance. In the most positive connotation of the word, to “enable” means to make possible, to aid, to assist, to support, and to facilitate. Typically, we think of enabling others, but in this[...]

22
Mar

online meetings sales meetings

Five Ways Online Meetings Will Evolve in 2021

Whether you offer advice to B2B or retail clients, you’re conducting part, most, or all of your business online right now. And whether you’re selling 3D printers, widgets, or financial advice, you’re going to be online in 2021 for at least part of your business. How will online meetings change[...]

02
Jan

Sales Coaching sales meetings Sales Process Sales Training

What Advice Do Clients Value Most?

If you sell for a living, you’re in the business of offering advice. This article from Dan Smaida reminds us of the limits of professional advising, and the keys to delivering advice clients actually value.[...]

26
Dec

sales meetings Sales Process Sales Training Uncategorized

The Most Important Factor in Offering Advice
December 24, 2020

What is the most important factor in offering advice? In this article from our sister company, the AdvisoryEDGE Forum, we share the most important factor in offering advice. Hint: It’s not whether you are correct or not! If you’re finding too many failed proposals and languishing quotes in your system,[...]

Sales Enablement Insights sales meetings Sales Training

Refresher: Delivering Great Sales Training

Great sales training relies on strong fundamentals. Here's a refresher! [...]

17
Aug

Sales Coaching Sales Enablement Insights Sales Training

Is Your Onboarding On Straight?

Onboarding new sellers is an underrated factor in sales success. In fact, your speed in onboarding is one of the TOP ways you can impact your number this year (assuming you will hire a salesperson this year). What is Onboarding? We tend to think of onboarding in the traditional sense[...]

30
Apr

Sales Development System Sales Management

Sales Managers: Talent Development IS the Work!

Sales managers, if you don’t make sales talent development your top priority, then you’re not really doing your job. There was a rather popular Forbes article a few months ago written by Shep Hyken, entitled, “57% Of Sales Reps Missed Their Quotas Last Year.” The main thrust of the article[...]

15
Mar
avoid echo chamber

Sales Enablement Insights Sales Management Uncategorized

Avoid the Echo Chamber

The last presidential election in the United States brought created an awareness of “echo chambers.”  What is the sales version of the echo chamber? Where is the echo chamber most harmful to sales leaders?   And most importantly,what can you do about it? How can you avoid the echo chamber? An[...]

18
Feb
barrier

Sales Management sales meetings

Sales Culture Happens One Bit at a Time

I recently traveled to a client’s 2019 sales meeting to conduct a workshop with sales leadership. I love sales meetings because they’re wonderful opportunities to build sales culture. At the conference registration desk, the client thoughtfully provided me with a “swag bag” they were handing out to all meeting attendees. Nestled[...]

03
Feb

Industry Insights

New Year Tradition: 2019 Sales Resolutions

It’s become an annual tradition for me to offer some sales resolutions for the upcoming year, so my 2019 Sales Resolutions list is here. Some sales organizations are still frantically clawing for revenue before the current calendar year closes, and I’ll commiserate for a moment with them. It sucks, doesn’t[...]

19
Dec