by chris | Sep 22, 2017 | Sales Leadership, Sales Process
Leaders and salespeople think they are good at how they can handle anything that gets thrown their way, but too many times I see just the opposite. When a change occurs, are you one who expects others to change so you don’t have to? With customers, are you...
by chris | Sep 8, 2017 | Sales Leadership, Sales Process
This past week I received an email from a sales rep who for the past two years has put up solid numbers in his job. His question to me was what should he do when his boss and others in management ask him to cheat and put his integrity aside when it comes to dealing...
by chris | Sep 1, 2017 | Sales Leadership, Sales Process
If you’re a leader, you would think people value your opinion and what you say. Challenge is are they only valuing it because of your position or what you sell? Years ago I was in the consumer packaged goods industry selling to retailers, and the most arrogant...
by chris | Aug 4, 2017 | Sales Leadership, Sales Process
You read that right. I firmly believe leaders need a big ego. In fact, they need a massive ego! If they want their team to achieve its full potential, the bigger the ego the leader has, the higher the level of outcome the team will be able to achieve. Watch this...
by chris | Jul 28, 2017 | Sales Leadership, Sales Process, Sales Prospecting
Ask yourself that question and, more importantly, ask yourself why you answered the way you did. Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals. You will never hit your sales goals if...