CRM: The Secret Weapon You’ve Been Ignoring Let’s face it, CRM can feel like a buzzkill. It’s that corporate jargon that your boss keeps throwing around, insisting it’s the key to sales success. But who cares about the boss’s insights, right? You’ve been closing deals just fine with your trusty sticky notes and sheer willpower....
Accountability: The Cancer of Sales Leadership Let’s talk about the elephant in the room. Accountability. It’s the cancer of sales leadership. It’s the slow, insidious disease that’s killing your sales team. It’s the reason why you’re not closing deals, why your team is underperforming, and why you’re probably losing sleep at night. Accountability is hard....
The Secret Weapon You Didn’t Know You Had: Mastering Sales Skills with Everyday Interactions You’ve just learned a powerful new sales technique. Your mind races with possibilities, eager to put it into action. But where do you start? How do you translate theory into real-world results? The answer might surprise you: it’s all around you,...
Stuck in a Sales Slump? How Random Acts of Kindness Can Spark Your Success The world of sales is a rollercoaster. One day you’re closing deals left and right, the next you feel stuck in a rut, questioning every sales call and presentation. It’s easy to get discouraged, but before you resign yourself to another...
Script vs. Methodology: Orchestrating a Symphony, Not Playing a Record – Why Sales Pros Ditch Scripts Imagine walking into a concert hall, eager to be captivated by a live orchestra. The lights dim, the conductor raises their baton, and… a pre-recorded melody blasts through the speakers. Disappointed, right? The same goes for sales. A scripted...
The Peril of Soft Leadership: Why It Can Cripple Your Sales Team In the demanding world of sales, strong leadership is the difference between a team that achieves and one that stagnates. While fostering a positive work environment is crucial, some leaders fall into the trap of “soft leadership” – often out of fear of...
More Leads or Better Closing Rate? Finding Your Sales Sweet Spot For salespeople, the constant quest for higher income boils down to two key metrics: the number of leads generated and the conversion rate of those leads into sales (closing rate). The million-dollar question is: should you focus on getting more leads or improving your...
The Power of Eustress: Fueling Your Drive and Maintaining Momentum in the Face of Challenges We all know the feeling. The weight of deadlines pressing down, the never-ending inbox, the constant sense of being stretched thin. It’s enough to make anyone yearn for a simpler time…which was probably never for salespeople! But what if I...
The Pitfalls of External Motivation: Why Sustainable Success Lies Within As a sales leader, I’ve seen firsthand the power of motivation in driving performance and achieving results. In the fast-paced world of sales motivation is often seen as the key to success. However, there’s a crucial distinction between external motivation, which comes from outside sources,...
Understanding Sales Velocity: A Crucial Metric for Sales Representatives I love sales because it is the great equalizer in business. Either you get results, or you don’t. However, success isn’t as binary as just closing deals or not. Salespeople are tasked with managing pipelines, nurturing leads, which ultimately drives revenue for their organizations and into...
The Sales Game: Competing Against Yourself In the fast-paced world of sales, competition SHOULD be a key driver for us. Of course, money and freedom are top of the class, but since there is no second place in sales, competition is ever present in our quest for success. Whether it’s vying against industry rivals or...
When Your Team is Facing Defeat, What Do You Do? Sales teams are unique in that they are constantly striving for success. And for many team, when it comes to yearly quota, they start at zero Jan 1 Q1. As a sales manager, you set the tone for your team. If you show them that...
