Blog
It’s no joke – the power of Improv in business meetings
Last year I started taking improvisation lessons. I wanted to think faster on my feet, wanted to expand my coaching range by working more fluidly with my clients’ energy, and...
13 ways to end boring meetings
Meetings – we’ve all been there. They can be useless, energy-sucking wastes of time or they can be a platform for lively discussion, the exchange of interesting ideas and...
The myth of the Lone Wolf salesperson
Throughout history, the mythological “lone wolf” has captured imaginations as the solitary, resourceful, self-sufficient hero who stands tall against daunting odds to win the...
Would Sherlock Holmes have been a great sales coach?
“What does it take to become a great sales coach?” is one of the first questions sales managers ask me when I’m running a training session or acting as their coach. They’re...
Disruption in sales: friend or foe?
Question: What do these scenarios have in common? My wonderful friend recently lost her big job and her marriage in the same week. A technology sales team I work with lost their...
Old world lessons for modern-day sales success
Not long ago, I was fortunate enough to travel to Italy and spent my last few days at a spectacular villa in Sienna called Frances Lodge. It’s run by two of the most gracious...
16 important differences between a sales manager and a coach – and which is better?
What’s the most powerful tool that you as a sales manager have to help your team sell more with greater motivation and more purpose? Is it sales training? More direction from...
10 role-playing tips to increase sales success
Vince Lombardi, the famous football coach, used to say, “Football is about blocking and tackling. The team that blocks and tackles better than their opponent will probably win...
Top 20 ways to make your sales team want to do (almost) anything for you
How’s your relationship with your sales team? Are they motivated by you, inspired by you to do their best? When you face them with a new challenge, do they grumble as they head...
Can business life be happy?
I’ve been married for quite a while (26 years, and counting). Before I got married, I remember thinking the secret to a meaningful life and a good marriage is being happy. I also...
Sales and sales management lessons from the Ashram
As the warmer weather is arriving now, I am reminded of the time I went to the Bahamas on my first yoga retreat with my buddy Cindy. Every day we practiced yoga for four hours,...
As a sales leader, do you go bump, bump, bump?
“Here is Edward Bear, coming downstairs now, bump, bump, bump, on the back of his head…It is, as far as he knows, the only way of coming downstairs, but sometimes he feels that...