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'Over the years, I have been very fortunate to work with a lot of very successful companies in many industries across the US. Over the years, I have found some very common responses to our sales and sales management training programs. Some of the responses I would consider legitimate and reasonable; others I put in the category of myths. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization.
'When I was a kid, I used to build forts. I loved it. We’d snag all the scrap building supplies from the houses going up in the neighborhood and build the elaborate forts. They were multi-story, multiroom shanties. These things were a kids paradise. You could never stand up in them, but they would have carpet from ceiling to floor. You’d be able to go from room to room through trap doors and secret cut outs.
'Your sales people want to succeed! One of the best pieces of advice I''ve received about coaching came from Kim Ades, President of Frame of Mind Coaching. She said that when I am working with people and they are not performing in a way that is consistent with my expectations, the first thing I should do is "assume positive intent." This is huge! What does "assume positive intent" mean relative to the topic today?
'What does sales experience have to do with sales success? "It depends" would be the most appropriate answer. If your experiences in sales - the wins, the losses and the close calls - provide you with lessons that help you grow and change, then your experiences can have a significant impact on your sales success and the rate at which you achieve that success.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
'What does sales experience have to do with sales success? "It depends" would be the most appropriate answer. If your experiences in sales - the wins, the losses and the close calls - provide you with lessons that help you grow and change, then your experiences can have a significant impact on your sales success and the rate at which you achieve that success.
'Chad Malchow. I’m skipping this weeks WITCE Wednesday (I hate that name, so if someone could please offer another it would great.) to share a guest post. Chad Malchow is Sr. Vice President of North American Sales for Return Path and one smart cat. Return Path is a client and I have been working with Chad for a few months. As part of our work I asked Chad to think about leadership and the work we’re doing and put it into post form to be published here.
'I found this great post on the ten traits of extremely successful people. I thought the list was unique. Many of the traits were different from what we usually see. I also liked the list because it reinforced some of things I’ve talked about on this blog when it comes to hiring, making the sale, identifying talent etc. What do you think of the list?
'I found this great post on the ten traits of extremely successful people. I thought the list was unique. Many of the traits were different from what we usually see. I also liked the list because it reinforced some of things I’ve talked about on this blog when it comes to hiring, making the sale, identifying talent etc. What do you think of the list?
'It’s not uncommon for me to get emails requesting help from sales people or sales leaders. But, I got one this morning and I felt terrible for this person. They are dying on the vine and are desperate to break the sales code and start selling before they give up entirely. You can feel this person’s frustration and agony. They are clearly not happy.
'Unless you’ve been under a rock in sales, you’re keenly aware of the growing popularity of the Challenger Selling approach. The Challenger selling approach is the result of a substantial study by the CEC (Corporate Executive Board) that showed; sales people who challenged their customers and prospects out performed those who didn’t.
'There are two types of hiring criteria; the sourcing criteria and the selection criteria and too often we get them confused. When were looking to hire our next “A” player or that new CSO, we create a list of the things we want in the person. It usually looks like this: 10 years of selling experience. At least 5 years in XYZ industry. Experience managing large enterprise accounts.
'You’re boring! I know, you probably didn’t like to hear that. Unfortunately, for most you it’s true. You’re boring. It’s not to say you’re not a good person, that people don’t like you or even that boring is bad. This is not about not being liked. Almost everyone has a group of friends who likes or loves them very much.
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
'This is a great video. It’s only 3 minutes, yet you’ll learn something, you’ll laugh and you’ll find yourself evaluating your own habits. Success is a choice. We all want it, but getting it, that seems to be the challenge for most people. John nails it in this quick Ted video. My favorite part; Persist through C.R.A.P. (Criticism, Refection, A s, Pressure).
'Oprah gives a great Harvard commencement speech about failure and finding purpose. Success goes through failure, so learning how to view and respond to failure is critical. There is no such thing as failure — failure is just life trying to move us in another direction. “The key to life is to develop an internal moral, emotional GPS that can tell you which way to go.”.
'Over the last few Success Saturdays, I’ve shared a number of perspectives on success and what the truly successful do to make it. Like Yin and Yang there is always a negative to a positive, an opposite to everything and it got me wondering what unsuccessful people do, that sabotages there life. I found this list on KrantCents. It’s a good one.
'There is nothing more important than the sales leader when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of its leaders. There are all types of leadership styles and approaches to motivating and leading teams. But in spite of all the different styles they all can be boiled down into 5 leader types; The A **e.
Speaker: Lauren Fernandez - CEO & Founder, Full Course
Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i
'It’s been a few weeks since my last WITCE (What is the Customer Experience) Wednesday. Sorry about that. It’s been more difficult to come up with post ideas than I thought. I’m game if anyone has any ideas or a topic they want my to tackle. I talked about the profit and loss statement in an earlier post, but wanted to tackle gross margin today.
'Ok, Paul is a fun story teller. He keeps readers engaged with descriptive stories. Paul’s blog, The Sales and Sales Management Blog tackles an array of sales topics, making it a great read for sale people looking to up their game or sales leaders looking to get more out of their employees. Paul, also isn’t afraid of the occasional ”guest post,” which adds a nice sprinkle of unique opinions.
'As a society we are obsessed with growth. Apple’s stock has taken a huge hit since the end of last year due to fear that they won’t be able to continue to grow as quickly as they have. We love and reward growth with admiration and attention. Our entire market evolves around growth, we push, drive, create, compete, and even destroy all in the name of growth.
'In just over 3 weeks I will be doing this. and this: I’m completely pumped. A few weeks ago I wrote a couple of posts that got some folks pretty riled up. One was called, You’re Boring! The other was called, Don’t Hire Someone Who’s Not Good at Something Else. These posts got a lot of attention, with haters and agreers on both sides.
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'Have you ever heard of Marie Forleo? I hadn’t until just today. She’s a cool chick. She has crazy energy and is sassy as hell. She is definitely NOT your typical online video chic. And of course, that’s why I found myself liking her. In this video she breaks down an issue that affects all of us at one time or another and that’s making a decision when every option appears to suck!
'I’ve missed a couple of WITCE Wednesdays, my bad — sorry! I’m enjoying the series, but if I don’t give myself enough time to research a topic, I end up not having time on the Wednesday it’s due. I want theses WITCE topics to be valuable, so if I don’t have a good one, I punt. This week, I’m going to talk about mandates.
'First, I know it’s not Sunday morning. I got a late start, today was the first pool day of the Colorado summer. My girls were jonesin’ to go to the pool. So I said f**k it. I’ll blog tonight. All in all, I’m OK with the decision. My OCD side is tingling a little though — K, maybe a lot. Writing the Sunday Morning Blog post at 12: 26 on Monday morning is just tweaking me.
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