I had my driveway redone recently. I gave the job to a 27 year old kid (at my age, everyone’s a kid) who was just starting his business. Him and his dad showed up (who did most of the work – a good dad trying to teach his son. 🙂 and nicely finished...
As I lay flat on my back, staring at the sky with the 20-foot ladder beside me and my reciprocating saw in the grass, I realized how badly I had misjudged the situation. That Sunday began like any other—with a to-do list and determination. One of my...
In this episode of Mastering Modern Selling, can a CRO replace a CSO or a VP of sales? Also, discover the single most important sales and coaching question that is sure to create new possibilities and more sales in every conversation. The post The Mo...
As I walked into the meeting, I couldn’t shake the feeling that something was off. The prospect seemed polite enough, but there was a tension in the air that I couldn’t ignore. I had a hunch that they had a bad experience with a salesperson before, b...
When I started in sales, I remembered this top performer. He wasn’t overwhelmed, running around, worried about making quota. So, I asked him, “How do you sell so much without being a frantic, sales maniac like everyone else?” He said, “You’re focusin...
The reason why you’re not achieving your goals is because you’re not honoring your core values. Here’s how to create Value Based Goals that are aligned with your integrity and who you are. Rather than pushing for results, now managers can coach peopl...
In this episode of the 60 Second Sales Coach, discover how Being Present Drives More Sales and paradoxically why focusing on the result is the reason why you’re not achieving the results you want. The post Stop Focusing on Selling So You Can Sell Mor...
In the latest episode of Mastering Modern Selling, we discuss the transformation that salespeople and managers need to make to reconnect with buyers and customers in a new and deeper way in order to develop more meaningful, authentic relationships th...
COACHING TAKES TOO LONG! If you believe this, you’re not coaching. Are you interrogating your team or collaborating with them? Here’s how to coach someone in 60 seconds or less. The post How to Coach Someone in 60 Seconds or Less first appeared on Ke...
No one likes conflict or confrontation. Most people rather shy away and tolerate it rather than address it head on. Unfortunately, not addressing conflict comes at a great cost to our well-being, productivity, and company culture. Here’s how you can...
