My Best Advice for Training Salespeople
March 12, 2020 was the day my daughter returned home from university and quarantine began. Now, six months later, each member of our family is tired of talking about it. At the [...]
A Team’s Potential is Determined by its Leaders
We love to learn and we love to train. As a change strategy, however, training programs only create measurable impact when they are aligned with the organizational structure and managerial style of the [...]
Avoid The Prosperity Trap
Complacency is part of our nature, but it doesn’t have to be the nature of our business. What do I mean by this? During a recent interview, I was asked, “What changes due [...]
It’s Never Too Late To Build Agile Leadership Teams
Every business claims to put customers first. It’s easy to say, hard to back up and rare for organizations to track the data required to hold themselves accountable. According to Gallup, B2B [...]
Growing Out of The Crisis
Three Barriers to Rebuilding Your Growth Culture Look at the growth curve of your business over the last three years. What’s it measuring? Whether you designed it to track revenue, profits, share [...]
Head Up. Eyes Forward. Heart Strong.
Right now, as we face this global threat to our health and economy, everyone who can is thinking about how to adjust for the new world. We have all had our own [...]
Which Sales Forces will Thrive in the Next Recession?
For 28 years, through every economic and business cycle, we’ve heard five questions from CEOs and business leaders more often than any others. And, every time we’ve heard them, our answer has [...]
Why is it so Hard to Hire Great Salespeople?
To answer this question, you have to understand three parts of the equation. The first part has to do with the natural optimism of hiring managers. The second has to do with [...]
Filling Your Sales Pipeline
As Growth Multipliers -- salespeople who compete and win as servant leaders -- we make our living by engaging ready buyers in successful buying decisions. But, not every buyer in our sales [...]
Learn to Lead Successful Buying Relationships: Part 3
Successful buying relationships are secured by mutual respect. This is the third and final element required to lead a successful buying relationship. In Parts One and Two of this series, we examined [...]
Learn to Lead Successful Buying Relationships: Part 2
Ask any thoughtful salesperson what the most important element is when helping people buy, and chances are you’ll hear “Trust” without hesitation. They are right in believing that trust is essential, but [...]
Learn to Lead Successful Buying Relationships: Part 1
Successful buying decisions come from leading successful buying relationships. These relationships require participation and collaboration from all sides of the deal and are built from the ground up upon a foundation of [...]