As a sales strategist, I’ve spent the past 30 years studying how gratitude, optimism, and resilience shapes people’s lives. Research shows that feeling grateful has positive effects on our behavior making us more honest (I swear!), increasing our self-control, enhancing our performance at work, and
When it comes to increasing our income, we simply need to work scarier not harder. Working scarier means opening up to the possibility that we don’t need to be creating, doing, building, and staying connected all of the time.
Last week I made up all kinds of excuses as to why I couldn’t run the half marathon I signed up for in November. Having peaked at five miles with a ton of pain, I figured I’d give up. My son encouraged me. He told
Too many sellers look for new business in the wrong places. They’re in the dark when it comes to engaging with today’s information rich, time starved consumer. They fail to adapt to new methods of prospecting, discovering information, creating value, and holding the customer’s attention.
Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume
The benefits of coaching sales teams are undeniable. However, Bad or nonexistent coaching causes negative behaviors to become ingrained in your culture and repeated year after year.
Whether you’re a manager or a seller, read these 5 deadly coaching mistakes and make certain you give