Sep 9, 2021 | Coach Effectively, Leadership, Sell More
What Ted Lasso can teach you about sales and sales leadership. I have a confession. I am hooked on Ted…Ted Lasso. Ted Lasso* is an award-wining comedy on AppleTV+. The series follows an American football coach, Ted Lasso, who is hired to coach an English premier...
Aug 18, 2021 | Coach Effectively, Leadership, Strategic Thinking
Selling in the Post-Pandemic Economy The post-pandemic economy is on a tear. It’s one of the most exciting and explosive periods of expansion since WWII. All the signs of a once-in-a-generation year are there. The wholesale sales index is showing double-digit...
Oct 9, 2020 | Coach Effectively, Research, Sell More
Can you handle the truth? One refrain that we hear over-and-over again is that “I know my people.” It’s a statement made by owners and CEOs when we are discussing their sales force. I heard it just the other day from the CEO of one of our...
Sep 16, 2020 | Coach Effectively, Sell More
Four questions leaders should ask about virtual selling COVID-19’s impact on society has been astounding. The effect on business to business (B2B) sales is transformational. Google the term “virtual selling,” and a seemingly endless list is returned....
Feb 25, 2020 | Coach Effectively, Sell More
We are only a month or so into the new year…and a new decade. Leaders everywhere are universally optimistic. Should they be? Is your optimism justified? Fast forward 12 months. What’s different? Will you have achieved your sales objectives? The research is clear, an...
Nov 6, 2019 | Coach Effectively, Hire Better, Sell More
One of the laments that we repeatedly hear is that “it takes a long time to learn our industry”. That statement is usually made in the context of a discussion about how it takes “a couple of years” to get a salesperson to be productive. Seriously? The truth is that...
