sales management
FDR and sir Isaac Newton on why salespeople fail
There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. Why? The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? Well, what if the hotel was on fire? What if our lives were truly in danger?
Never let a good crisis go to waste
As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never let a good crisis go to waste”.
How and why fear is sabotaging your sales
Salespeople can be some of the most fearless people in the world. It takes guts to pick up the phone again after you’ve been told “no” over and over. It takes guts to step in front of committees of decision-makers and tell them why they need to change and place their trust in your and your company to help them.
Are sales managers coaching reps to the right outcomes?
What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Why is that? Are sales managers coaching to the right outcomes?
Banish farmers and farming!
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us.
What do you wish salespeople would stop doing?
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.
