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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

Why People Buy

Hey Salespeople: If This Isn’t In Your CRM, You’re In Trouble

If you’re a salesperson, take a look at all the opportunities in your CRM. If you’re a sales manager, or the CRO, or even the CEO, go look at the opportunities your salespeople have put in the CRM. Comb through each opportunity, look at the notes, next steps, past emails…look through the entire thing. I bet you can’t find it. I bet 90% of the opportunities you look through don’t have it and that “it”

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Leaders and Followers, Why We’re Both Failing

Leadership is hard. I mean real leadership. Not many people are good at it.  I’ve had a number of boss’s in my life, but only a few were actual leaders. I’ve been a boss a number of times and I’m pretty sure I’d only been a leader a few of those times. Being a leader is hard because you have to want to be a leader. Being a leader is very different than being someone’s

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What to Do With The Uncoachable

There are certain people who are just not amenable to coaching. I’m not talking about people who struggle with different styles, but rather those people who just are not receptive to feedback. The people who defend everything, argue when given constructive criticism, and aren’t open to hearing about their shortcomings, that’s who this article is about. These type of people suck! I’m just gonna cut to the chase. Uncoachable people will eat an organization from the

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Nobody Brags About Developing Somebody – Why?

I spoke at DreamForce 16 this year. My presentation was about coaching. The key quote from the presentation was this; “Nobody Brags About Developing Somebody” When I said it on stage, it was a powerful observation. I didn’t build it into my presentation. It just came to me as I was speaking. It’s been retweeted several times since, so it clearly affected others as well. You can hear my voice dip in disappointment as the

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Soccer and Messi, Basketball and LeBron, How One is Like Sales and The Other Isn’t

There is a book called The Numbers Game; Why Everything You Know About Soccer is Wrong. It was written by Chris Anderson and David Sally. Think Moneyball for soccer. If you’re a soccer fan, you may have heard of it. If you’re Malcolm Gladwell fan and have been listening to his new podcast, it may ring a bell, because he references it in the My Hundred Million episode. The Numbers Game, like Moneyball for baseball, turns the

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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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3 Ways Sales Machine Mastered Social Selling

Last week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more. I was on a panel with the brilliant Jill Rowley and the ever engaging Jamie Shanks.  We were talking about social selling and how the tools available to sales people today have never been so powerful in helping salespeople connect with buyers. Hillary Bird of Consensus reached out and asked if we’d be willing to

The NEW Sales Leader – It’s about empowerment and enablement.

The days of telling sales people how to sell and how to do their jobs are over. https://youtu.be/Cx1F3wmbPUA Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling.  If you are counting the number of calls your salespeople make, if you are having weekly meetings to check on how