4 Ways to Make Coaching and Feedback a Priority

What’s one of the most important things about being a sales manager? That’s easy. Mentoring your sales reps by providing coaching and feedback. So why do so many sales managers, especially first-time sales managers, struggle with this? I can understand the first-time...

Relationships: Your Best Competitive Weapon

Thanks to technology and globalization, competition is stiffer than ever in today’s crowded marketplace. So how do you ensure that buyers choose you? It’s not technology. Your competitors have access to the same data, social-selling tools, and marketing applications...

The Sales Flavoured Hero’s Journey

All of us – whether we are in the top echelon of corporate,  manage a business unit or sell within a business, all of us, without exception, are on our own Hero’s Journey as we move from the world of a salesperson to becoming what our buyers want and that is, genuine...

How to Overcome Sales Call Reluctance

What would your life be like if you had the courage to ask for what you want and then emotionally detach from the outcome? I was speaking with a young college graduate who moved to Seattle because her husband had landed a career-enhancing teaching position. Brittany...

Successfully Transition to Your New Leadership Role

You have just been promoted and you are ready to get started. But where should you start to ensure you successfully transition to your new leadership role? It all seems so overwhelming. You know that everyone’s perception of you is going to be formed within your first...