Category Archives: Sales Enablement
Navigating Success: Thomas Watson Sr.’s Sales Leadership Principles
When salespeople debate who the greatest salesperson is of all time, many names are tossed around. One name often missed is Thomas J. Watson Sr., the founder of International Business Machines (IBM). Tom Watson did for selling what Henry Ford did for manufacturing. Watson’s pioneering approach to sales and training was key in shaping modern […]
What You Should Know About Sales Habits
What if everything we think we know about habits is wrong? How does someone start listening to a podcast once and then follow it daily? We’ve heard that it takes “21 days to create a habit” and “10,000 hours to become an expert,” but what if it’s not a one-size-fits-all for habits? This article explores […]
Giving Thanks and Practicing Gratitude in Sales
In the hustle and bustle of sales, it is easy to get caught up in targets, quotas, and deadlines. We often find ourselves chasing the next opportunity, deal, and sales milestone. Yet, amidst the fast-paced nature of our profession, we can take a moment to pause, reflect, and express gratitude for the elements that truly […]
Sales Behaviors to Avoid
High-achieving sales representatives exhibit uniquely different sales behaviors compared to their lower-performing counterparts. Unfortunately, many low performers remain unaware of the sales behaviors hindering their success. This lack of insight also extends to sales leaders, who, if aware, would take steps to rectify these issues. This article explores five detrimental sales behaviors sales professionals can […]
The Danger of Sales Traditions
“To thine own self be true,” these words written by Shakespeare 400 years ago still apply to sales professionals today. In our pursuit of success, we often find ourselves immersed in two popular mantras: “Work Hard, Play Hard” and “Fake It Till You Make It.” These two phrases often tout relentless drive and unwavering confidence […]
Getting Off the Emotional Rollercoaster of Selling
In sales, most lessons are learned the hard way. The process of learning these lessons can create stress, and stress can influence our behaviors. We all know the sales profession can be high-pressure at times. From landing a meeting with a key prospect to losing the big account. The euphoria of a successful deal can […]
Balancing AI and Trust in Sales for Optimal Results
Sales technology feels like it is evolving faster than we can keep up. Especially when it comes to recent advancements in artificial intelligence (AI). Here I will explore the current state of AI in sales, and its potential for improving seller productivity. Before making a rush to judgment, I need to qualify my position on […]
Maximizing Sales Impact Through Effective Communication
To paraphrase the renowned sales guru Mark Twain, The difference between the right word and almost the right word, is the difference between telling your sales manager that the deal is dead, versus, the deal is no longer viable. Words are the hammers and nails of sales. Sales, like life, are greatly influenced by semantics. […]
Embracing Challenges, Enhancing Sales Performance
How’s your sales team performing? Have you ever noticed that the better a sales team performs, the more detailed the sales leader’s answer is? Sales professionals often focus on positive details and avoid the negative, a phenomenon known as the ostrich effect. This tendency to avoid negative information can have significant implications for sales professionals. […]
