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 wanted to do something that didn’t resemble my everyday life. I had a ball! What I didn’t...
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 day. The “lone wolf” figure has been especially prevalent in the world of sales: the “ace...
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 charismatic and brilliant leader. They are shaken to the core. The European head office...
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 you? Lower pricing? It might surprise you to know that the answer to that question is a very...
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 the game.” Translation … if you want to win, you’ve gotta master the basics. How do...
