Sales Lead Dog Podcast: Taking Off The Rose Colored Glasses
I had the pleasure of joining Christopher Smith on the Sales Lead Dog to discuss productivity and the reasons why sales reps. struggle to be productive each day. Christopher and I discussed the importance of setting expectations, creating an accountability culture, and being able to manage your reps through your CRM reports and dashboards.
SalesLoft Podcast: The Giving Mentality of Customer Success with Kristie Jones
I had a great time talking about Customer Success with Jeromey Donavan of SalesLoft and the importance of having a giving mentality.
Own Your Life and Your Future
I started using #ownyourownshit about 5 or 6 years ago when I was in an environment where there were a lot of excuses flying around. The reality was, those individuals, the ones with all the excuses, could have controlled a lot more than they were taking responsibility for. The majority of complaints I hear from […]
Sales Hustle Podcast: Helping Founders Drive Revenue Through Improved People And Strategies
I had the pleasure of joining Collin Mitchell on the Sales Hustle podcast to discuss why not having a sales accountability culture is a big contributing factor in sales reps continuously missing quota. We also had a chance to discuss what separates the top 10%ers from the other 90% of sales reps.
Sales Reps are professional interviewees – Don’t be fooled.
There are few things as frustrating to me then when I discover a new client, who’s hired me to come in figure out why they are missing their revenue targets, has mis-hired. This is because most of my clients are small privately-owned startups that have either taken VC money or are bootstrapping, and regardless of […]
My 2nd favorite word is No!
“My 2nd favorite word is No!” That’s what my former employee James was famous for saying. It’s great when your prospect does you the favor of saying no, but most times their actions and words will sound more like, maybe. That puts the pressure on you to decide when a maybe is really a no. […]
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 […]
