Death of a Salesman is a 1949 play by Arthur Miller and is considered a classic of American theater. Do you remember how the story begins? Willy Loman returns to his home in Brooklyn one night, exhausted from a failed sales trip. It’s the start of a downward spiral for poor Willy and if you [...]
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As a sales consultant that works with organizations on their sales process and sales training I speak to a lot of sales leaders about their experiences in sales, and over the past couple of years, I’ve heard all of the following from clients: “Prospects don’t answer the phone.” “I can’t reach decision makers.” “My sales [...]
Early in my career I had a sales manager who would always ask me, “Did you have a good conversation?” when I dropped off a call. I always said, “ABSOLUTELY—it was awesome.” He never asked another question, nor did he pull our calls. So, my conversations were always great because I would call my buddies, [...]
In order for a team to be successful, all the members must exhibit some specific traits. Teams don't automatically work by simply putting a few highly skilled people together and expecting great results. To deliver a fantastic performance, individuals on any team have to work well together, stimulating and engaging with each other. Great sales [...]
Three months ago, I hit a number on the scale that I’m still too embarrassed to share. I was at a crossroads and had to make an important decision about my health and wellbeing. I found a trainer who was a perfect fit for me. After about six weeks of working out and following a [...]
Successful sales teams are led by successful sales managers who encourage and motivate their team members to be top performers. The goals of a sales team include generating revenue and forming positive relationships with clients, their marketing colleagues, and executive management. The role of a sales manager includes coaching, planning, motivating, directing, controlling, and delegating [...]
Marcus was considered a great salesperson. He was outgoing, would speak to anyone, and looked the part. In fact, Marcus had been successful with other firms in the past. Unfortunately, now he was struggling at the new firm to such a degree that he was a complete failure and was on track to lose his [...]
How are salespeople like NFL teams, and what are the top five traits that separate salespeople at the top from salespeople at the bottom? This weekend was the start of the NFL season, and we know that what differentiates the best teams from the worst is the abilities of their quarterback, receivers, special teams, defense, [...]
