OLD DOG, NEW DOG. CAN YOU TEACH THE RIGHT TRICKS?
“Can you teach an old dog new tricks?” I have been asked this question multiple times over the years… in a variety of expert interviews and by concerned sales managers leading an aging team. While I hate the expression “old dog,” I have an answer… “Yes,...
Sales People Are Confused
Sales people are confused. And who is creating this confusion? Sales leaders and sales experts. The very people who are charged with guiding and supporting your sales success. Think about what we throw at you on a daily basis. Make more calls! Make fewer quality...
The BIG Sales Motivator That Most Leaders Forget
Numerous books have been written on the subject of motivation. An entire industry thrives on the concept of offering sales teams elaborate incentives to drive superhero performance resulting in higher revenues and profits. But I want to share an important observation....
5 Fierce Competitors That Kill Sales
Kevin had been bidding on a large enterprise account’s business for years. He believed the annual investment of time, resources and thousands of dollars was worthwhile because a win would be worth millions to his company. But he had yet to gain a sliver of the very...
Watch Your Blind Spot
I’m a sucker for sports cars. If a car has two doors, sleek lines and a powerful engine it calls my name. One of my favorite cars was my Nissan 350Z-turbo-charged-anniversary-edition. I loved that car. Until two weeks into my new purchase. I was making a simple lane...