by | Oct 14, 2024 | Sales Leadership, Sales Learning, Sales Team Dynamics
We have all sat through bad meetings. Many of us have also been meeting planners and have spent time trying to find and mold content to fill up a meeting. There are important and foundational activities that sales leaders can use meeting time for that will help drive...
by | Aug 9, 2024 | Mindset, Sales Learning, The Seller's Mind
Although there is much dogma and supposedly common-sense knowledge floating around about what makes a good seller, the actual answer to the question is predictably more nuanced than the dogma, and also, at odds with much of the dogma. As with many things in life, what...
by | May 22, 2024 | Mindset, Sales Learning, The Seller's Mind
The question is not, “What is the secret to sales?” The question is, “What is the secret to this sale, for my selling style, at this moment, with this client?”People who write instructional books don’t often change their ways when they read the instruction of others....
by | Feb 8, 2024 | Book of Business Management, Pipeline, Sales Learning
Many traditional sales managers will push the message that sales is a numbers game. While there is some truth to that, and even low skilled sellers can have some success if the numbers are high enough, the sentiment is detrimental to the development of sales...
by | Nov 21, 2023 | Mindset, Sales Learning
Most of us have heard a saying that goes something like, perfectionism is the enemy of success. I think many of us can intuitively understand it, but as with many sayings, even the ones that make the most sense, are hard to translate into practice in life, and even...
by | Aug 16, 2023 | Discovery, Sales Learning
The Dunning-Kruger Effect is a cognitive bias in which people with limited competence in a particular domain overestimate their abilities. Basically, the Dunning-Kruger Effect explains that when we are brand new at something, we are aware that we are not good at it,...
