Learn to Lead Successful Buying Relationships: Part 3

By |2019-05-23T12:58:02-04:00May 23rd, 2019|

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 [...]

Learn to Lead Successful Buying Relationships: Part 2

By |2019-05-06T10:38:03-04:00May 1st, 2019|

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 [...]

Learn to Lead Successful Buying Relationships: Part 1

By |2019-04-11T07:28:11-04:00April 11th, 2019|

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 [...]

Servant Leadership in Sales – Exploring the Growth Multiplier Movement

By |2019-03-28T10:44:19-04:00March 28th, 2019|

Servant Leadership and Shared Goals James Rores recently joined C. Lee Smith and Audrey Strong of SalesFuel Coach on the Manage Smarter podcast to talk about servant leadership in sales. In this 25-minute exploration they define sales as a leadership competency, discuss how to sell as a servant leader, and expound on [...]

Sales as a Leadership Competency

By |2019-04-10T07:16:22-04:00March 28th, 2019|

My Calendar >Your products and services are competitive, customers love you, and your business has the capacity for significant new growth. But revenues are flat, sales are unpredictable, your salespeople are frustrated, and even your top sales performers are running hot and cold. How is it possible, after making all the [...]

Servant Leaders: Better at Leading Buyers to Change

By |2019-03-01T07:54:36-04:00February 28th, 2019|

Servant leadership was first coined by Robert Greenleaf in 1970 as a response to the autocratic, ineffective ways corporations interacted with and set expectations for employees. It was a call to leaders to think of their jobs and how they treated people from a different perspective. It was groundbreaking in business culture and remains [...]