Well, if there was a year that needed emotional intelligence, this past year certainly qualifies HIGH on the list! On the 1st birthday of EI for Sales Leadership I’d like to give you a few reminders along with the links to…

Last week’s Chip off the Block What are you focused on? talked about focus inside your organization. This week, let’s shift our attention to conversations with prospects and clients. The UpYourTeleSales definition of a conversation is “an exchange of ideas between two people…

When taking pictures, you know that what you focus on will be clear and the rest of the image blurry. Likewise, what we focus on in sales appears the same way. But in most organizations, there are millions of things…

Sales professionals know how important having a repeatable sales process is to their success, as well as working hard to bringing their prospects and customers along their sales process path. However, many times the prospect/customer feels like they’re walking a…

Sales leaders and managers are always trying to figure out what the “right” number of calls, to hold an inside sales team accountable for, should be. Likewise, inside salespeople are working to understand how many calls they need to make…

Everyone knows that people buy from people they trust, as well as understanding that taking the right actions is required to earn it before a sale happens. Yet, most salespeople don’t consciously put effort into building trust in every interaction…

I’m sure you’ve heard or even said “you are what you eat.” Of course, I had to look up the origin – we have Jean Anthelme Brillat-Savarin to thank for its popularity. Way back in 1826 it was in his seven-volume book The…