sales management
How to Hack Brain Chemistry for Better Sales Team Performance
I don’t often talk about “hacks,” because I believe that outstanding sales performance doesn’t have shortcuts. You have to have a great strategy, a way of selling, the right team, the right milestone-based process, the right skills, and the right coaching.
Have you misunderstood accountability?
One of the biggest mistakes I made in my leadership journey was misunderstanding how accountability actually works.
Where You Lost The Sale, How to Win It Back: Jennica Dixon’s New Book Tells All
Most complex sales are lost long before the sales team realizes it.
That’s the contention of a new book by the father-daughter duo, Terry Slattery and Jennica Dixon of Slattery Sales. Wimp Junction, released in March, identifies the key places where most sales go wrong, and what sales teams can do to bring them back.
When You Can’t See the Forest for the Trees
Everyone inside a company has their own point of view, but when we talk with executives, sales professionals, customer success team members, and everyone in between, there is one thing many of them seem to have in common:
It Makes No Sense to Trust Common Sense
I was speaking with a friend recently about something we disagree on. When I asked them to explain their position, they said, “Oh, it’s just common sense.”
Our Top 10 Most Read Blog Posts for 2023
At the end of each year, I put out a list of that year’s top blog posts. Often, as I review which topics were read the most frequently, certain themes emerge. In 2022, for instance, sales effectiveness and methodologies took a top position as popular topics.
