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...
“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 surprised to hear that I put “An extreme curiosity about people” at the top of the list of...
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 people I have ever met, and I had the privilege of observing, first-hand, how they run their...
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...
“If the bee disappears from the surface of the earth, man would have no more than four years to live.” ~ Albert Einstein When I’m not busy running my leadership development and coaching business and my online sales training program, I’m a busy urban...
What makes a sales leader great? For that matter, what makes any business leader great? I’ve been thinking about that question a lot lately and talking with sales teams and their leaders to gain more understanding. At the same time, I’ve been re-reading one of my...
