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Coaching and Sales Growth In 2017

My new Forbes post is up. Like most of my posts, the ones I think are just OK, do really well, and the ones I think are homeruns, fizzle and die a painful death in obscurity. This post has been fairly popular. I knew it was an important topic, but I didn’t realize how much it would resonate with sales leaders and sales people alike. Enjoy and let me know what you think. The One

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How to Scale a Sales Team In The 21st Century – Part 1

We all wanna get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it’s all about in the world of business, especially in SaaS and technology. Take one look at TechCrunch, Mashable, and every other tech publication, and it’s clear. Growth is the goal. But there ain’t no growth without a highly functioning sales team. This series is gonna break down how to

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Problem Finders vs. Solution Creators – The Stain of Resistance

Problem finders are everywhere. Finding a problem is easy. Your car won’t start. Yup, you found a problem.  Revenue is down, yup another problem. Your advertising isn’t working, yup you found another problem. It doesn’t take much work to find problems; they are easy to spot because they make us uncomfortable and scare us. Problems are easy to find because of the emotional impact they have on our safety and comfort. We feel unsafe or

The One Group Missing Out On The Benefits of Sales Data

Sales people are not leveraging the benefits of good sales data. Don’e believe me? Off the top of your head, can you tell me your exact close rate?  Can you tell me how much is in your pipeline right now?  How much is scheduled to close by month for the next 3 months? Can you tell me where you are to quota for the month, how about the quarter? Can you tell me where you

What’s Missing From Your 2015 Goals That Will Keep You From Making Them

If you’re like most people, you’ve set goals for 2015. And if you haven’t set any, your boss, your company, somebody set some for you. If you have a job of any significance, you have 2015 goals. I know all sales people do. And if we don’t have work goals, many of us have personal goals, you know like losing weight. But there is a problem with goals. Almost all goals are missing something critical.

Creativity Takes Guts Most People Don’t Have

I’ve talked about the importance of creativity on this blog a bazillion times. Creativity is the killer differentiator. It’s what separates the average from the bad ass. In many cases being creative however takes guts most people don’t have. Could you do this if you were a flight attendant? A better question, would your company let you do this? Would you let your employees do this? For most people who are honest with themselves, the answer is

Do vs Participate

I’m a hug fan of doers in the general sense, I just don’t want too many of them working for me. The “doer” that I’m referencing in this case is the employee or sales person who “does” their job. They do what’s expected of them. They do what needs to get done. They do their job and in many cases do it well. Doers are great, because they get things done. Here’s the rub. Doer’s

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Do you Really Need to Get EVERYTHING Done to Win in Sales?

You got a shit load of stuff to do, we get it. You’ve got to finalize the sales strategy, you have to roll out the new comp plan. Your expanding into Europe. The North America territory is being realigned. A new product roll out is designated for Q3. Your regional V.P. in the west is quitting. You’re Q1 numbers are down and you’re trying to secure a new channel partner. You’re busy and you’re asking