Yearly Archives: 2018


Do You Sell the Way People Buy?

By |2019-02-28T22:04:27-05:00December 15th, 2018|

Most sales and marketing leaders spend countless hours designing new ways to direct buyers down the perfect sales process. They invent shared terminology to communicate this path internally, plot metrics around it and work hard to shepherd buyers to a decision that is in their favor. I know this exercise very well.  This is [...]

A Need Without Value Is Not an Opportunity. It’s Just A Need.

By |2019-02-28T22:06:36-05:00December 7th, 2018|

We may hate to admit it, but we’re creatures of habit. I’m not talking about habits many of us aspire to - waking up early, exercising, reading regularly, etc. There are only a few people that actually hold the good habits. I’m talking about bigger habits in our lives. We’re habitual in our thoughts, [...]

How to Build a Foundational Sales Playbook

By |2019-02-28T21:54:18-05:00August 22nd, 2018|

When leaders build or rebuild sales teams, they often move quickly to hire the best individual contributors available and allow each to leverage their own skills and experiences to find success. These leaders take a hands-off approach, essentially providing new hires little more than a comp-plan, a territory, a desk and a computer. Then [...]

Developing Winning Sales Habits – Part Two

By |2019-10-14T14:54:01-04:00July 4th, 2018|

Companies build or buy tools to make success more predictable and repeatable, but without the right skills employees experience those tools as useless or marginally effective at best.   Of course, employee training programs can help. However, without the proper mindset or beliefs, participants will greet your training with resistance, which is why so [...]

Hiring and Retaining Top Sales Performers – Part Three

By |2020-01-20T09:55:41-05:00May 6th, 2018|

Congratulations!  Your recruiting process has produced a new and ideal addition to your sales team. Whether you’ve hired an Elite-A player, an A player or a B player, the next step is plugging them into a thoughtful and effective onboarding program to ensure their retention and high performance. Ultimately, your onboarding initiative should be [...]

How Servant Leaders Build and Sell Value

By |2018-10-21T15:24:16-04:00April 30th, 2018|

There are four steps to every successful buying cycle and four corresponding steps that sales people and servant leaders use to help customers buy. Learn how to incorporate these steps into a proven, customer-centric sales model that you can use to take control of growth and build long, profitable customer relationships. Are you positioned [...]

Hiring and Retaining Top Sales Performers – Part Two

By |2019-02-28T21:47:58-05:00April 13th, 2018|

Every marginal salesperson you add to your sales organization makes your business weaker. Think about it: an underperformer robs you of the opportunity to have a top performer in their place. It’s like an eagle plucking feathers from its own wings as it tries to gain altitude. The goal of a successful sales recruiting [...]

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