Anyone who’s ever held a sales position can share a horror story, likely 2 or 3, about working for a terrible sales manager. The bad ones are easy to spot: ego driven, never wrong, hung up on process, excellent at alienating customers. The successful managers are less obvious, and that’s because the focus is on their team, a team that’s humming, making its numbers and creating life-long customers. And somewhere in between are the mediocre, not necessarily disasters, but certainly not positioning the company for growth. continue reading »
Published Articles
- 5 Places to Look When Sales Are Stuck published in SOLVE Magazine, Time Warner Business
- How to Get Through to “Too Busy” Prospects published in Citibank Small Business Online
- When Do You Let Your New Sales Rep Go? published in SmartCEO Magazine
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Recent Blog Articles
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Sales Lessons From The Hot Tub
Our hot tub died in late February. An untimely death given we were still in -
Understanding the Sales Ecosystem, and Why That Matters
We live within ecosystems, macro and micro, in our private lives and at work. The -
When Accountability Is Elusive
Even the most casual sport fan heard about the recent firing of Cleveland Cavaliers’ head -
Driving (or Losing) Revenue Through Customer Experience
Starbucks CEO Howard Schultz famously said the company’s success was not about its coffee, but rather, -
Start With The End And Work Backward
Recently, a small business owner confided to me, “When I started this company I had no -
Dragging Your Feet on Process Stymies Sales Success
I’ve wondered why so many CEO’s of small and lower middle market B2B companies insist -
What Successful Sales Leaders Know To Be True
Anyone who’s ever held a sales position can share a horror story, likely 2 or
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Sales Lessons From The Hot Tub
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