You Lost Me at “Hello”

You Lost Me at “Hello”

Ask sales managers what they look for in a salesperson and inevitably one of the top three responses is some variation of enthusiasm, passion, or energy. But can enthusiasm be a liability? In a coaching session with a junior sales rep this morning, I was role-playing...
Herding Cats & Selling

Herding Cats & Selling

If you could follow around a group of outstanding salespeople and presenters with a camera over a long period of time, you would discover practices common to them all. These would likely range from small behaviors, like how they greet someone to broader skills, like...

When Too Much of a Good Thing is “Too Much!”

Remember Aesop’s story of the little shepherd boy who cried wolf? He cried wolf so often when there was no wolf that when one appeared and he cried for help, no one came and the wolf ate all the sheep. I was reminded of that story as I listened to an otherwise...

Killer Introductions

Salesperson or “Racehorse in sales?”  Training pro or “a dopamine injection for you?”  How would you like to be described? Who would you want to meet? When it comes to getting new business or new jobs, referrals and introductions are the way to...

5 Tips for “First Serve” Presentation Delivery

When I asked a client why his colleague’s presentation had not gone well, he used a tennis analogy and said, “Basically, he started with his second serve and stayed there.”  Although what this colleague said was valuable, apparently his delivery lacked strength,...