The Most Frustrating Phrases Used on Voicemail Greetings
When was the last time you listened to your own cell phone or work phone voicemail greeting? If it’s been a while (or never), that’s your first assi...Continue Reading
What Happens after You Get Promoted to Sales Manager?
Congratulations! You’ve just been promoted to the rank of sales manager. Yet it is the very word “promoted” that puts you at risk. Let’s be cle...Continue Reading
How to Read Your Customer: The Body Language of Yes and No
Body type, culture, and context all affect a customer’s body language. Even so, it is possible to make some general observations about what constitute...Continue Reading
What Is a Peak Performance Mindset? And How Can You Leverage It for Better Sales?
A lot of forward-thinking companies are turning to different forms of mindset training to improve their bottom line. Fortune 500 companies are using the...Continue Reading
How to Properly Motivate Top, Middle, and Low Sales Performers
If your sales team is like most, you have a star group (20 percent) of top performers, a core group (60 percent) of solid performers, and a laggard grou...Continue Reading
Three Actions that Will Help You Collaborate with Customers
Today, more customers are leveraging their resources to build business solutions without the involvement of salespeople. Meanwhile, those who do engage...Continue Reading
If You Can See It, You Can Achieve It
We’ve all seen the inspirational posters that tell us to imagine success. They may seem trite or overly simple, but the truth is that many of the top...Continue Reading
Are you Selling Solutions or Outcomes?
Recently a sales leader asked me for some advice about selling business outcomes versus solutions: Dear Sherri: A customer is angry because she says he...Continue Reading