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.
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 – making sure sellers are […]
In my second job after college, I worked as a salesperson for a small professional services company. One day, our best salesperson (not me, unfortunately) told us he was leaving. I didn’t understand it – Brad was killing it, and under our commission-heavy comp plan, he was making stratospheric money. When I asked him why, […]
Coaches, here’s the number one reason it pays to employ a consultative coaching method: Coaching is modeling. What do I mean by this? Coaching = Modeling When you Engage reps and start with their needs, you’re modeling the consultative sequence you want reps to follow – start with the Real Needs, not your assumptions. When […]
Strong sales management capability is the most important piece when assembling an industry-leading sales force, and it may be the #1 differentiator in all of B2B sales. Stay with me for a moment while I explain why and what you should be doing about it. Why is it that some sales forces succeed and others […]
Acronyms are useful devices for visualizing and remembering information. And I’ve made a career out of helping clients turn complex data sets into easily retrievable nuggets. And frankly, at times that’s involved some Procrustean hacking as I attempted to make the data fit the acronym. In this case, it’s the opposite: This is one of […]
We talk with heads of sales and sales enablement leaders daily, and they are universally concerned about what it will take to develop sales talent in the age of AI for sales and the hyper-empowered buyer. Some of the questions that sales leaders are asking right now include: How much should we invest in human […]
For those of us who’ve been promoted or newly hired to lead a sales organization or part of one, there are some common and weighty questions we all find we need to address. By my count, there are at least five important questions for new sales leaders to address if they hope to succeed in […]