A CEO in my Mastermind group asked me this point-blank question: “What do you do with the Maverick sales rep?” Following my own advice, I didn’t answer right away. I asked: “What do you mean by Maverick?” What followed was a portrait I’ve heard before and that I’m sure you have witnessed. On one
Why every growth-stage business needs a Sales Playbook Are your sales reps too dependent on a few deep relationships in their accounts? Is “on-the-job-training” the most powerful learning tool for your newly hired reps? One of your sales leadership priorities is to find the perfect fit between your offer and
Great sales reps will eventually be promoted to Sales Leaders. Yup, that’s the typical career path: you’re good at what you do, then you’re great, and then you get promoted to lead others who do what you did before. That’s true for most roles, not just sales. The hardest part
The world of sales is fast-paced and abundant in frequent conversations with clients and prospects. In “The Seven Habits of Highly Effective People,” Stephen Covey writes “begin with the end in mind.” In sales, this means starting with a vision of the final destination before planning the activity that will
We have a natural tendency to avoid uncertainty – it can be exhausting and debilitating. For this reason we can overlook the fact that “uncertainty” and “possibility” are two sides of the same coin. All of us have varying degrees of tolerance for uncertainty, but according to Nathan Furr and
Yes, I’m an introvert. Now that I’m admitting it in writing, I won’t be able to fake it anymore. But something tells me some of you reading this may also be introverts (… uhmm … hi!). If networking events are a must-do part of your lead-generation activities and you’re anything
I’m writing this within days of the 2nd anniversary of the worldwide realization that COVID-19 would change our lives. And boy, have our lives changed! Fortunately, the risk of spreading COVID-19 has gone down, but this article is not about the virus. I want to cover four points to consider
Think of a Key Account Plan as a roadmap that will help you navigate your relationship with one of your most important clients. Ask yourself the following questions: If you answered “yes” four or more times, a Key Account Plan might be very helpful. It will give you clarity about
When I’m coaching a business owner and I ask “who is your ideal client” I sometimes get an answer that looks like this: “anyone who is willing to buy my product or service.” My next question is “can you describe what this ‘anyone‘ you have in mind looks like?” Some
In many sales scenarios, after a brief introduction, the attention is focused on the product, its features, benefits, and eventually its price. However, the best salespeople have a few questions to ask the prospect before going into their pitch. The right timing to talk about the product is in the middle section of
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