You Need To Know How To Diagnose A Revenue Gap

In his book, “When Breath Becomes Air” neurosurgeon Paul Kalanithi discusses an informal diagnostic practice he developed with a fellow surgeon in the stress of the trauma room. They would use the size of a state’s population to summarize the severity of a head injury. For example, one patient may be a “Wyoming” and another…

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Is Your B2B Sales Process Changing To Meet Buyer Needs?

Recently, I had the honor of attending the 2018 Miller Heiman Group Global Sales Conference in Cancun. As an Independent Sales Consultant for Miller Heiman Group for many years, this is by far the most exciting time in the company’s history. I’d like to share a few highlights for my fellow sales, service and leadership…

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Why Coaching Salespeople Doesn’t Always Deliver Results

Coaching is a hot topic at the moment, particularly coaching salespeople. It’s one of the many levers that leadership can pull to improve performance and influence revenue. And, it works. According to CSO Insights, organizations with a formal or dynamic sales coaching approach see win rates improve by more than 27 percent and rep quota…

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Sales Coaching: What and When To Coach For Better Results

In my last blog, I addressed the underlying psychological aspects of coaching: personal acceptance of – or resistance to – change. In this blog, I will review the 5 different topics critical for sales managers to coach to and provide some questions for sales managers and coaches to use. A 2017 CSO Insights Sales Enablement…

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Get Better At Feedback And Watch Your Career Advance

The state of coaching and mentoring in the business world—particularly in the sales world where I do the majority of my consulting work—is pretty lame. Researcher Brene Brown observes that a lack of meaningful feedback is the #1 reason that talented people leave their firms. If feedback is so critical to employee engagement and commitment,…

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How to Stay Focused and Productive During Change

When I work with sales leaders and sales professionals in large organizations, I see a trend of massive changes, re-organizations, new leadership, new strategies, and new processes. Many people try to hunker down and wait out the changes, but, the changes aren’t going to stop. Unfortunately, by waiting, these people pull back on the activities…

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Why Choose To Tune Into Gratitude This Holiday Season?

As the year comes to a close, it can be tempting to focus on what we haven’t finished or accomplished in our businesses, professional and personal lives. However, this attitude can add to the end of year stress. Instead of traveling down that disappointing train of thought, how about we take some time this season…

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