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Peri Shawn
Peri Shawn is a sales coaching thought leader who transforms the complexity of getting salespeople to perform better into the fewest number of action steps to help them sell more. Peri’s company, the Coaching and Sales Institute (CSI), has been in the sales coaching business for 25 years and is the sales training and coaching behind the launch of such products as the debit card and Blackberry in Canada. Peri has authored Sell More with Sales Coaching (Wiley, September 2013) as well as the three corporate guidebooks.
Sales managers, who are looking to take their team’s sales results to the next level, would be wise to look more closely at their sales coaching.
Effective sales coaching is one of the most impactful ways to increase sales. Thus the reason it’s so valuable for sales managers...
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LinkedIn has gained the reputation of being the social media of choice for business. Yet I often hear salespeople say they aren’t active on Linkedln. With over 330 million business people on LinkedIn, it has the potential to be a viable tool to reach more people and build relationships.
A...
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Let’s say you want to become a more profitable sales coach in 2015. Take a bold approach and measure the effectiveness of your current sales coaching. Then you’ll have a more focused and profitable approach to your sales coaching improvement.
You can do this by measuring the...
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Networking has two sides. It can initiate a lot of business. Yet, if you don’t have an effective strategy, it can waste a lot of time.
You can optimize your networking efforts by joining one of your clients (one who is thrilled with what you have done for him/her) at a networking...
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“They’re driving me crazy!” aren’t the words you’d expect to hear from a sales manager of a high-performing team.
As any experienced sales manager knows, top salespeople are essential to a company’s success because they bring in the bulk of the sales. It’s not surprising that many companies make...
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As the marketplace has shifted, the way people buy has changed and, because of it, the way salespeople sell has changed as well. The skills that once made salespeople successful aren’t as effective as they once were.
For this reason, more than ever, salespeople are more successful when they meet...
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Knowing which sales coaching questions to ask when is both an art and a science. Asking sales coaching questions is an art since you adapt your questions to what your salespeople say during your sales coaching sessions.
As you know, what works in one conversation may not necessarily work in...
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Think of a time when someone recommended a doctor, lawyer, dentist or the likes to you. Got it? Now, assuming you respect the person who gave you the referral, were you more or less likely to buy the services of the recommended individual?
If you are like most, you were more inclined...
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People have been abuzz about Sales 2.0 for some time, and rightfully so. The world of sales has evolved. Prospects have become more product-savvy. Social media has transformed the landscape of selling. And mobile technology has made it easier for salespeople...
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