Breaking Bad News

mea culpa

It happens. You make a mistake in describing a specification or capability. You lose an important account to a competitor. A scathing report circulates about problems with your company’s product or service. You’re going over budget on a project. Or you just have to apologize. Now you have to tell your customer. You may feel […]

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Can You Really Measure Sales Culture?

Lyon

For decades sales leaders have been discussing how to get the highest levels of performance of their teams. Some would make the case that the answer lies in a company’s sales culture and how the team is built and developed within that culture. In many cases, culture is managed and measured by intuition, leaving scaling a sales organization a […]

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Does Your Sales Team Have True Grit?

Andy Miller2

grit (noun): firmness of character; indomitable spirit; unyielding courage in the face of hardship or danger True Grit Your sales team has process, skills, and plenty of product knowledge. So what’s keeping them from landing that next deal? By Jennifer Bohanan International sales strategist Andy Miller of Big Swift Kick says that whether you’re managing […]

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Secrets of an Independent Sales Consultant

phone at beach2

Every week or so I get an email asking for advice from someone who is interested in becoming a independent sales consultant. In some cases they’ve found themselves out of a job. Others want to transition into what they consider a dream situation. I’ll answer a short question or two by email for those who selfishly just […]

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How Salespeople Become Business Advisors

I’ll be speaking next week at ITSMA’s 20th Annual Marketing Conference in Boston. The theme is, “The New Face of Marketing.” As a run-up to that event, I was interviewed by Dan Armstrong, Director of Research and Thought Leadership at ITSMA. Here is the interview as published on ITSMA’s website. Thanks to Dan and ITSMA for […]

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I’m Done With Sales Teams

I expect to take some heat for this post. Perhaps I’m way off base with my opinion. Maybe I’m not, after all. I hope you’ll let me know your thoughts in the comment section. Background During my formative years I played the trumpet. I practiced hours a day—so much so that I missed most of […]

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What’s All This Talk About Gamification?

The issue of CRM adoption seems to come up a lot these days. After all these years, many companies are still having a substantial challenge getting their sales forces to align and comply with corporate CRM policies and procedures. I’ve written a lot about sales process automation tools like Dealmaker, White Springs, and Revegy, and […]

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How to Build Trust as a Selling Competency

After the most recent sales blogger plagiarism incident two months ago, I had the opportunity to speak with Charlie Green. I really like this guy. He’s always a breath of fresh air and reason in this very challenging market in which I work. Charlie promised to send me his new book, The Trusted Advisor Fieldbook, which […]

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