This was a question that was recently asked by a coaching client who was the senior sales person in his company and stepping into a leadership role as VP of Sales. Should his coaching program focus on his strengths that got him to this point, or should he work on eliminating his weaknesses? Is it ... Read Post

Every commercial business thrives on the collective contributions of its various business units. Guys in sales and marketing work to capture, nurture, and convert leads to customers, and build excellent business relationship with customers. IT folks ensure the business software and networks are stable and functioning optimally. The customer service department is busy with customers ... Read Post

Economist Fredmund Malik said, “Results should give pleasure.” People often get distracted or confused in certain selling activities. Top performers seem to have a sixth sense about when buyers or committees aren’t going to buy and will remove them from their pipelines. B and C Players, on the other hand, get excited just because prospects ... Read Post

I took a trip recently to visit an entrepreneurship conference in another city. On the evening of the first day, while having a nightcap in the hotel bar, I happened to eavesdrop on a fascinating conversation between Dr. Abraham, a world-weary experienced entrepreneur, and a young, energetic hot venture capitalist named Doug. The first part ... Read Post

Adapt. This is nature’s keyword when it comes to evolution and the survival of the fittest. This is also the keyword when it comes to sales strategies. You probably hear it again and again, but it’s worth repeating: the sales process now is a completely different animal than it was before information became so readily ... Read Post

  Many of today’s buyers like to do their own research and undertake a self-discovery process during the early stages of their buying journey. As a salesperson, you can utilize social selling to improve the customers’ purchase and research experience. Global research, conducted by IDC in February 2014, finds that online social networks play a vital ... Read Post

During a recent visit to an entrepreneurship conference in another city, I happened to eavesdrop on a fascinating conversation in the hotel bar at the end of the evening, between Dr. Abraham, a kind of world-weary experienced entrepreneur and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact ... Read Post

Not by the hard sell that’s for sure. When you flog a product or service at them with heavy pressure tactics, they run for cover; they don’t lean in to you with a willingness to listen, buy and refer you to others. It doesn’t have to be like that. Even the toughest customer can be ... Read Post