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…
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…
Every salesperson on your team has a GREAT customer story about working with you. You probably even know it. Does the rest of your team? Storytelling in sales isn’t a new idea, What Great Salespeople Do, by Michel Bosworth and…
Today: ask yourself what would change about the conversation youโre thinking of havingโฆ if you held it over a cup of coffee. In our virtual / inside sales world we are often having conversations on the phone or a video…
I’m not saying to stop leveraging scripts for better conversations! Scripts are critical and valuable for inside sales success. They provide structure, help salespeople get started, and ensure important messages don’t get missed. The problem starts when leaders coach the…
When I was watching Tea with the Dames, Dame Maggie Smith said something that made me stop, pause, and write myself a note: “When in doubt, don’t.” Four simple words. The more I thought about them, the more I realized…
Start with Quality Beans (Your People) Grind Just Right (Set Clear Expectations) Use the Right Brewing Process (Your System) Pour Your Energy Into Leadership (Be the Heat) Celebrate the Brew (Recognize and Reward) then Sip, Reflect, and Repeat