What differentiates a solid sales leader from a highly effective sales leader? Effective sales leaders spend more time and place greater focus on the salesperson’s strengths rather than their weaknesses. These effective leaders: make reps aware of their strengths (some reps have no idea) speak to the rep in very specific terms ask questions learn ...
We now come to the final installment from my eavesdropping on a fascinating conversation—in the after-hours of the first evening of a recent entrepreneurship conference—between Dr. Abraham, a world-weary experienced entrepreneur, and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact that 80 to 90 percent of startups ...
In the past few months I’ve been treating sales calls differently. When my phone rings and it’s some cold-calling junior rep, I’ll actually listen to what he’s asking me. “Is this really his pitch?” I wonder. Too often these calls begin the exact same way, they want to know my top sales objectives or they ...
If you are killing time at work by reading this article I’ll have you know that you are about to acquire some profound knowledge about your very workplace. But first, let’s play a little game together. Look around your office. What do you see? That mix of talented individuals buzzing through your offices might be ...
This is the next installment from my eavesdropping on a fascinating conversation—in the after-hours of the first evening of a recent entrepreneurship conference—between Dr. Abraham, a world-weary experienced entrepreneur, and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact that 80 to 90 percent of startups fail, despite ...
Perfecting a traditional sale is an art that mixes emotional intelligence with the ability to paint vivid pictures in the minds of customers. The days of cold calling, direct email, and door-to-door sales are creeping to a close thanks to the technological advances that the Internet provides. I want to welcome you to the world ...
What are your strengths and weaknesses? Have you gotten asked this question before? Professionally, we all want to utilize our strengths and work on our weaknesses. But that may not always be a good thing juggling both. Use these four tips; so you can learn the best ways to discover your strengths and what you ...
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 ...
