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Explore ideas and advice on sales coaching and more.

18 Things Strong Businesses Do

Dec 27, 2015

Too many times CEOs and business leaders separate overarching principles of life from how they run their businesses.  I don’t see it that way.  The very same principles we use for personal development and parenting apply directly to how we approach our business lives and working with co-workers.   Refer to the picture above that lists …

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Professional Sales Coaching: Workshop Details

Dec 16, 2015

Research shows that one of the most critical roles a sales manager plays is in the coaching of the sales team. Even though most sales managers would support this assertion, few would claim they are able to devote enough time to the practice. Sales coaching is the most direct way to impact sales team performance.provides …

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Strategic Selling®

Dec 7, 2015

Workshop Information Comprehensive Strategy for Complex Sales Strategic Selling® helps organizations and individuals develop comprehensive strategies to win sales opportunities. Participants develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s organization. Strategic Selling® provides visibility into sales opportunities, documenting plans with the program’s Blue Sheet. This involves …

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CSO Insights 2016 Sales Best Practice Study

Dec 7, 2015

CSO Insights sales Best Practice Study is in full swing.  Don’t miss out on your chance to participate.  http://bit.ly/1NcJWRF

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Sales People Need Customers, Right?

Sep 2, 2015

Or maybe it’s the customers who need sales people … This is an age-old discussion that waffles back and forth with each new approach.  Regardless of what your perspective is, the customer is the one with the money and something they would like to fix, accomplish, or avoid.  The most important part of the discussion …

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Executive Level Access is a Game Changer

Aug 31, 2015

When Dorothy finally gets to the Emerald City to ask the wizard about help returning to Kansas, she is told at the front door by the mustachioed doorkeeper that “nobody can see the wizard, not nobody, not no how!” This is often the scenario in our accounts when we try to find the individual with …

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Aligning the Buying and Selling Process: Do You Understand How Your Customer Buys?

Aug 17, 2015

The playing fields of the sales world have been flattened. Powerful economic forces—from outsourcing and offshoring to workflow software and the Internet—have reduced the costs of entry to where almost anybody can play. The consequences? This easier entry has resulted in the commoditization of all goods and services. We hear from our clients that it’s …

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The High Anxiety: Does Your Sales Team Have Performance Issues?

Aug 4, 2015

Each face-to-face interaction with potential clients should be managed to move an opportunity forward.  Not knowing what to ask the customer is one reason why customers stop agreeing to schedule time, and opportunities are ultimately lost. An inability to engage in—and, indeed, initiate—customer conversations is a tell-tale sign of lack of commitment and preparation. It …

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How Do You Compare to the Best of the Best?

Jun 16, 2015

For the 8th consecutive year, Miller Heiman has conducted its Sales Best Practices Study of senior leaders, sales leaders, and sales professionals (over 25,000 international respondents to date).  The purpose of the survey is to uncover and evaluate the best selling practices of the most successful companies. I invite you to compare the activities of your sales organization …

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How to Make MHI Global Public Workshops Stick

Jun 2, 2015

Making the most of the time you have invested in a MHI Global public workshop is one of the most impactful things you can do to improve your sales results in the coming months.  It’s probably been a week or so since you have attended the course and are already starting to forget some of …

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