I was coaching a rep once who had gotten into a rut. Every call seemed to end the same way. Voicemail. “Not interested.” “Call me next quarter.” After listening for a while, I finally asked him what he thought was…
Years ago, I was sitting in on a leadership meeting with a sales manager who had just come out of a pretty rough forecast review. You know the kind. The numbers weren’t where leadership wanted them to be, questions were…
A while back I was working with a sales team, and during a break one of the reps looked at me and said, “I don’t know how you expect me to prospect. I just don’t have enough time.” It wasn’t…
Every sales leader I know says the same thing. “I just don’t have enough time.” Honestly…you’re probably right. Between one-on-ones, forecast meetings, leadership meetings, customer escalations, Slack messages, emails, recruiting, coaching, reports, and the ten “quick questions” before lunch… Your…
Here’s something every salesperson has experienced. When priorities keep changing, you stop spending your energy selling and start spending it trying to figure out what your company really wants from you. One week the message is all about prospecting. The…
More often than not, your team’s rhythm reflects your leadership rhythm. If you plan in bursts, they’ll work in bursts. If you only talk about the future at the beginning of the quarter, they’ll learn that planning is something you…
Inside salespeople love facts. Product features. Case studies. ROI numbers. Your prospects? They remember stories. Think about the last presentation you sat through. Chances are you don’t remember the third bullet point on slide seven. You probably remember the story…