I was at a crossroads. 26 years old, a newborn baby, University of the Pacific cancelled the football program where I was employed and I was in the last semester of grad school. I loved coaching. The kids you coached, the coaching staff, the comradery. Coaching was an awesome experience and I...
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Are you in sales management? If so, we believe you have one of the most important and challenging roles in your company. Unfortunately, we find that most sales managers have strong forces working against them that limit their effectiveness and impact. Even worse, many of these forces are the...
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Like many things in life, having a strategy in mind makes accomplishing your goals that much easier. For instance, an athlete wouldn’t play a game without having a strategy in place to increase his chances of winning, am I right? Or, you wouldn’t go to the grocery store without having a planned...
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Today’s managers struggle to build their people’s morale, confidence, and trust. Find out what you can do to truly empower, rather than demoralize your team—no matter how toxic things may be....
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How is your sales training working out for you? Are you focusing on better closing techniques? How about objection handling? Are you teaching your people how to control the sales process? If you answered yes to any of these questions, you’re wasting your time and money, and you are ensuring that...
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When I was at the MarTech conference a few weeks ago, I had some really amazing conversations with fellow B2B marketers that led me to a startling realization: in all of my time as a marketer, I’ve been thinking about the sales funnel all wrong.
I know, I know — you’ve heard the schpiel about the...
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We’ve all been making phone calls for years, so we sometimes don’t understand the complexities involved in making successful B2B phone calls. So, I’ve put together five tips to help you master phone conversations and turn them into sales.
1. Prepare to Succeed
“By failing to prepare, you are...
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Scaling Up, from Verne Harnish, is a practical handbook on all the little things, done right, that let savvy firms achieve exceptional growth. It combines engaging talent, savvy strategy, and effective execution with sound cash management. It makes the growth journey a successful and fun ride for...
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When I’m asked to assist sales teams with pricing and how to move away from their discounting habits, I start by asking questions.
If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions:
1. What % of your sales are made only because a discount is...
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