Conversational Selling Podcast: Establishing More Accountability and Clearer Expectations

I had a great time chatting with Nancy Calabrese on the Conversational Selling podcast about the need for sales leaders to set expectations and hold sales reps accountable for those expectations.

Suspects vs. Prospects

Visualize a stack of 8 1/2 x 11-inch paper 4 inches tall. This is what I think of when I begin to reach out to a group of “suspects” to see if I can turn them into a prospect. My goal with this stack of suspects is to move them from the 4-inch suspect pile […]

The Earning Curve Panel Speaking Series: Build Meaningful Accountability into the Sales Function

Having an accountability structure in place for your sales teams is a critical element for success. During this insightful Earning Curve panel discussion, you’ll discover why it is important to manage your top performers to the same standard as your other sales team members – and how you should also manage them differently. Plus, you’ll learn how to set high, yet achievable, standards that your sales team can use as benchmarks for advancement.