An off kilter look at sales tips & tricks for inside professionals!
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What You Recognize Is What Gets Repeated
Sales managers are great at spotting what’s broken. Missed numbers.Stalled deals.Gaps in skills.Behavior that needs correcting. That focus matters, but it’s only half the job. Ignoring success doesn’t breed more success. Celebrate & make it repeatable! What you recognize is what your team learns to repeat. If wins go unnoticed, they feel accidental.If progress goes unacknowledged, it fades.If effort only gets attention when something goes wrong, that becomes the culture. Strong sales leaders are intentional about reinforcement. They notice: When someone runs a clean discovery When a rep handles a tough objection well When the right behavior shows up (especially before the…
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Caring Without Carrying the Deal
Sales rewards people who care. Care about the customer.Care about the outcome.Care about doing the right thing. But there’s a…
When Everything Feels Out of Control, This Isn’t
Sales has a funny way of making everything feel urgent, all at once.Forecasts are shifting.Deals are stalling.People are asking questions…
Trust is Built in What Follows
Trust starts with the very first interaction. Before there’s a proposal.Before there’s a yes.Before there’s anything to lose. From the…
Helping Decisions Happen
In the last couple of notes, I’ve been sharing about indecision; personally and in the context of stalled deals. What’s…
Indecision is Still a Choice
Last week, I found myself sitting with the question:What’s the one decision I’m not making, right now? Then I listened…
Avoidance vs. Decision
Most of the friction we feel can be attributed to avoidance. There’s usually one decision we already know needs to…
Mastering Inside Sales Leadership
Today is a BIG day for me. It’s the 30th anniversary of my sales career. Which is why I chose…
Unplugging, On Purpose
In all my 30 years in sales, I’ve never taken off at year’s end. You know the drill: push, sprint, chase, forecast,…
What Are You Willing to COMMIT to for Your Success?
Last week, I asked: “What do you need to stop doing to create more success next year?” Now it’s time for the…
What Are You Willing to STOP Doing for Your Success?
It’s that time of year when people are deep into planning next year Before you make your 27-point plan for…
Why Gratitude Makes You a Better Salesperson (and a Better Human)
Giving thanks isn’t about closing, your pipeline, or your numbers. It’s about recognizing the people who’ve helped you become who…
Coach Reps in How to Show Gratitude
If you read last week’s message, salespeople were already challenged to use gratitude in their sales conversations to build real connection…