What is Leadership Coaching & How is it Beneficial

Leadership coaching empowers sales leaders to do exceptional work in times of struggle and change. Leadership coaches can establish a solid relationship that uncovers the strengths and weaknesses of sales executives like yourself. This unbiased relationship allows for maximum results because leadership coaches have experience and are empathetic to leading a sales team’s difficult and ever-changing ... by Steven Rosen

Sales Effectiveness: Translating Enablement Efforts Into Tangible Sales Results

Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. This is the domain where we need absolute clarity on responsibilities... This domain is all about how effective customer facing professionals are at each stage of the sales cycle. We look at ... by Tamara Schenk

My top 10 LinkedIn tips

I was lucky enough to make the list of Top 100 LinkedIn Sales Voices list again, as curated by Scott Ingram, coming in at number 86 this time. In case it helps with your LinkedIn strategy, I thought I’d unpack a few of the LinkedIn tips I’ve adopted to help shape my content...Focus on your niche – Although I’ll often tackle different business-related topics, there’s almost always a B2B sales flavour to my content. ... by Cian McLoughlin

What Are the Four Elements of a Customer Experience Model?

Successful companies find the best way to earn long-term loyalty means activating four elements of customer experience: Vision, Empathy, Alignment and Consistency. I say “successful companies” because many companies never get past the point of identifying priorities for CX... Sometimes companies stall because departments don’t always coordinate their work, technologies don’t integrate, or individual employees take differing ... by Ali Cudby

The Secrets to Powerful Value Messaging with Felix Krueger

What is value-based messaging, and why is it so important? At its core, value messaging serves as a framework to convert your organization’s capabilities and competencies into the relevant context of your marketplace. As a result, it is a powerful tool for all sales activities, mainly when opening new doors and meeting new customers... But to break it down even further, we need to understand what we mean by ... by Britta Lorenz

Did You Bring Your Face to the Sales Meeting?

A recent Fourth of July break helped me find inspiration and themes for my blog/vlog... Vacation is when you engage with salespeople and service people. You eat at a restaurant, you rent a kayak or you buy a souvenir. These are different experiences with one common denominator between an average customer experience or a great one ... In the above scenarios, a person is either present and pleasant, or absent and ... by Colleen Stanley

The “Superhero Syndrome” that Causes Sales Managers to Fail

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?”  And the answer is: “Wherever people are assuming that they already have all the answers.” ...No one has a clear path to the promised land. There are always pitfalls and roadblocks in the way for anyone aspiring to fulfill their true potential within a given role, especially for someone aspiring to ... by Sandler Training

Building Confidence in Sales Is Everything

Confident salespeople believe in themselves. They’re secure in the knowledge that they have what it takes to deal with whatever challenges or setbacks come their way—and they behave accordingly. That’s a powerful quality to have when you’re in a high-pressure role like sales. It builds a kind of emotional resilience that’s vital for sustained sales success... Confident salespeople also gain a lot of credibility with their ... by Integrity Solutions

A Key Competency That Differentiates Top Sales Performers From Posers

We were watching an episode of the hilarious comedy series The Goldbergs and one of the themes of episode 4 in season 3 was about authenticity.  In this episode, Barry and Erica, the two oldest children, accused each other of being posers... The bottom 50% of all salespeople are posers too.  In an article last week we discussed how data can help you hire the ideal salespeople...  In that article I shared a top/bottom analysis where the top performers were 100% more effective reaching ... by Dave Kurlan

Is it time to stop allowing the Covid excuse?

One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it explores and exposes each salesperson’s motivations, mindset and self-limiting beliefs - their “Sales DNA”... The findings are clear, and the correlation irrefutable: even if salespeople have been trained in areas such as prospecting, reaching decision makers, qualifying, consultative selling, selling value, forecasting and “closing”, these skills are most ... by Bob Apollo