sales coaching

Sell Them a Hole

Encourage Sales Talent to Think Through The Prospect’s Mind When you are doing a little do-it-yourself project on the weekend and you find you need to make a quarter-inch hole in the wall, you go to the hardware store. Why? Are you buying a quarter-inch drill bit, or are you really buying a quarter-inch hole? …

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Cop an Attitude

How Grit and Determination Underpin Sales Effectiveness   There’s an exercise I like to do with management teams and salespeople in which they list attributes that would make their replacements successful. “If you had to hire somebody for your job and would get a bonus of 20 percent of your salary, what are things you …

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Self-Regulate to Sell

High performing sales teams exhibit behavioral activity that matches those that they are dealing with, people who go out of their way to make that personal connection. That’s means having a high EQ.

Red-Ocean Mindset

Revising the Sales Playbook to Ignite Sales EQ There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue ocean means that the water is deep, has a lot of fish, and has fewer people fishing. Thanks to COVID-19, however, businesses are suddenly finding themselves in a red …

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