This workshop is for leaders who are tired of the status quo and want to help their salespeople get to the next level. Bring us your challenges and walk away with proven insights you can implement right away.
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 same time, we know we must endure. So, what have my wife and I been doing to help? We’ve been helping each [...]
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 leader. Years of research tells us that even the most motivated and engaged employees find it difficult to apply new knowledge and [...]
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 to the pandemic do you hope stick through the recovery and beyond, and what changes do you hope don’t?” How would you [...]
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 the roles of understanding and trust in leading successful buying relationships. It’s common to assume that these two elements naturally lead to [...]
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 as we explored in Part One of this series, trust isn’t earned until the buyer and servant leader develop a mutual understanding [...]
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 mutual understanding, trust, and respect. People buy from people they respect, respect people they trust and trust people they understand. Each of [...]
Over the years of developing and executing roughly one hundred different sales and business development organizations, I’ve noticed definite success and failure patterns. One success pattern I’ve noticed for CEOs who established organizations that continually multiplied growth is the expectations they DID NOT place upon their Sales VP when they are hired or promoted [...]