Sales Managers: 10 Tips to Optimize Your Sales Team Results
Sales management is not a power position. It’s a service position. If serving your people interests you, it will be a highly rewarding position. If it doesn’t interest you, it won’t. Simple as that. 1. Focus on your people, and the numbers will follow Remember –...
Are You Tempted?
Don’t laugh! I’ve embarked on the “flat belly” diet. Yes, Jill Harrington, a self-proclaimed stick insect, is on a diet. Truth is I’ve developed this “Buddha belly” over the past couple of years and I want to get rid of it. So...
Can We Talk Price?
Here’s a quick quiz. Name the number one reason why: a) Customers don’t buy. b) You don’t win competitive bids. If you are like the majority of sales pros your first response to both of these statements is “price.” And in the current...
Get Relevant
I know I sound like a broken record but here I go again. The market has changed. Unfortunately many sellers haven’t. And if the messages you deliver, the questions you ask, the proposals you present, the processes you use, and the services you offer are no...
Two Things Sunk the Titanic. They Will Also Sink Your Sales Results.
On April 14th 1912 the largest, and seemingly unsinkable, passenger steamship in the world collided with an iceberg and sank in less than three hours. The death toll was over 1500, making the sinking of the Titanic the most deadly peace-time maritime disaster in...
Do You Have the Courage to Say No?
If you’re like many of my clients, you may be thinking “good riddance” to the end of the year. But it’s not quite over yet. Year end looms before you. Which means management is breathing down your neck, targets need to be met, and you’re...Why Sales Training Doesn’t Work
Sales training is a powerful investment in your business growth. Provided the training focus is properly diagnosed, is appropriate to both the market and the sales organization, and it is effectively delivered and supported, companies will quickly recoup their...