2017 Resolutions (Part 1) – Time to Hit the Gym

As we enter a new year, we tend to think more about getting “into shape.” It’s a time for new beginnings, a fresh start, and optimism that NOW is the time to act. For many of us in sales, the new year is a great time to make changes and adjustments to create the best […]

Why Body Language Matters in Sales

Sales professionals often fail to recognize how much noticeable information they emit with their bodies. Watch your body language and close more sales. You get back what you put out. Unless you control your body, it’s telling your clients something you don’t want them to know. Your words may be spot-on but your body is […]

Holiday Season Lessons for Sales Teams

December is upon us! The holiday spirit is everywhere, and we all try to live it up. It’s a time we’re allowed to be gluttonous, spend money, and have fun. Even if you’re not especially religious, however, there’s more to it than that. On the Facebook page for Cameron Diaz’s latest work, The Longevity Book, […]

What Can Sales Training Learn from Sports Video Motion Analysis?

Sports coaches have long used video to analyze and improve athlete performance. They’ve gone beyond the basics – re-watching a game or individual performance – to detailed analysis of tasks and biomechanics. Sales professionals often rely on sports analogies for motivation, but sales coaches still rely on in-person “ride-alongs” and other in-person approaches to evaluate […]

Fire Up Your Sales Enablement Strategy

There are three common causes of poor selling performance. Too often, we don’t spend enough time speaking with high-capacity buyers/customers. Also, we’re unable to verbalize the most important sales communication in a convincing and credible way. We can also demonstrate poor skills when executing the fundamental consultative sales process. Since the goal of sales enablement […]

The Holiday Office Party Survive-&-Thrive Guide

It’s that time of the year. Ugly sweaters get their 15 minutes of fame. Malls echo with endless loops of holiday muzak. Folks are planning what food to prepare/bring/cater. And planners are getting headcounts for their annual holiday parties. Here are some survival and safety tips. The upcoming (Dec. 9) movie Office Christmas Party highlights […]

Reinventing the Wheel for Sales Training (Part 2)

Last week, I went on a bit of a rant on the odd width between U.S. rail tracks—as a metaphor for the “that’s-how-it’s-always-been-done” approach to sales training. This week, I’ll offer a modest proposal. Instead of repeating a dry litany of sales goals and metrics, what if we “flooded the zone” with truly great sales […]

Reinventing the Wheel for Sales Training (Part 1)

In the U.S., the width between train tracks is always four feet, eight & one-half inches. This odd standard was chosen by an early 19th Century British engineer and is used in 55% of all rail systems today. Sales training today is loaded with this kind of “that’s the way it’s always been done” inertia. […]

Real Coaches Train Us To Do!

In sports and other types of performance coaching, team members are shown—repeatedly—how to DO things, and eventually how to do them well. Too often, that’s what’s missing in sales coaching. Imagine for a moment you wanted to learn a new sport like tennis or golf. Or perhaps you wanted to learn to play guitar or […]

Sales Training Lessons From an Uncivil Society

In a democracy, we participate in elections where each side tries to sell us on their candidate. Throughout American history, we’ve seen passionate, but mostly civil elections. This year has been a shouting match of incivility, unrest, and unwillingness to listen. Both sides are failing at salesmanship. As annoying as political rhetoric is, politicians and […]