by Mark Hunter | Jun 7, 2019 | Sales Leadership
Congratulations on making your quota for this quarter! It’s the 4th consecutive quarter you’ve made your number and you are feeling good. Instead of only seeing yourself as a salesperson, you’re now seeing yourself as a sales leader. You’ve arrived, but hold...
by chris | Jun 6, 2018 | Sales Motivation, Sales Prospecting, Uncategorized
Four weeks to go in the quarter, and you’re in a panic because you’re falling short.  Missing your quarterly number means no bonus and no bonus means the vacation you want to take your family on is not going to happen. The pressure is building. Is this...
by chris | Jan 17, 2018 | Sales Leadership, Sales Motivation, Sales Process, Sales Prospecting
Remember Lake Wobegon, the ficticious community brought to us by Garrison Keillor? It’s the mythical community known for the line, “…where all the children are above average.” Â That line is used by too many salespeople when it comes to claims...
by chris | Nov 1, 2017 | Sales Process
During the last couple of weeks, I’ve had some spirited discussions — both pro and con — about the role passion plays in the sales profession. I’ve had people say in today’s business climate, there is no room for passion, and I’ve...
by chris | Oct 18, 2017 | Sales Process
How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target.  The CEO...
