Why Workshops are Bad for Salespeople
Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me …
Reconsider Your Right Turns
It’s the thing you always do because it worked before. Much like the delivery person whose route over the years has consisted of taking as many right turns as possible …
I Can’t Fix YOU
I’ve stopped more than one CEO in their tracks when I’ve heard them utter this phrase: “I need you to fix a sales problem I have.” Doing the fixing is …
Putting Sales Velocity into Action: Sales-Cycle Speed
Sales velocity is a powerful metric that every sales leader must know inside out. While it measures how fast you’re making sales and earning revenue, it gives you something even …
Putting Sales Velocity into Action: Closing Ratio
So far in this series—which looks at four adjustments you can make to improve your sales velocity — each activity has involved both a planning and execution stage.
Putting Sales Velocity into Action: Deal Size
So far in this series on sales velocity—which is all about understanding how fast you and your team are making sales and earning revenue—we’ve talked about what you need to …
Putting Sales Velocity into Action: Opportunities
In this series, we’re looking at sales velocity: measuring how fast your team is making sales and earning revenue. The reason it’s one of your most important metrics—and predictors—of success …
Your Sales Velocity: Why It Matters
Imagine you’re driving your car on a highway. Nearly everything in the vehicle seems to be in working order except for the speedometer. You don’t know how fast or how …
What to Do When Your Client Is Leaving
The ability to anticipate loss is a vital part of your business’s growth strategy. However, that’s just one half of the solution. The other half involves having a skilled response …
Earth to Sellers: Get Real about Social Media
No matter who you are in sales—whether you’re managing a team or selling in a territory—you know you need to go where the customers are. If I met you at …
The Sales Leadership "Right Stuff"
It’s one of the toughest jobs out there at the best of times. There’s no education program you can sign up for—or diploma you can achieve—that gives you a direct …
Selfishness Doesn’t Sell: Be Generous with Your Team
So far in this series on generosity, I’ve talked about how selling is about giving and being in service to others. I’ve shown you how there are three paths to …
