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...
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...
Sep 30, 2019 | Coach Effectively, Sell More
“The single biggest problem in communication is the illusion that has taken place.” George Bernard Shaw During a recent coaching session for a large client, the room was filled with salespeople of various levels of experience and industry knowledge. Some of the...
May 29, 2019 | Coach Effectively, Sell More
Sales leaders are obsessed with closing. Even movies elevate closing to a mythical status. We’ve all heard the line, and maybe even implored our salespeople to, “Always be closing” (Alec Baldwin in Glengarry Glen Ross). The “State of Inbound 2018” report, which...
