“What’s your commit?”…a fast path to turning your sales organization into a house of lies.
“What’s your commit?” asks your sales leader. Often in front of a room full of your peers. How do you respond? You begin to think… – “Thankfully, I have a really full pipeline. But I’m not about to commit to 200%. Especially in front of a room...
Disengaged sales talent: The problem may be you!
Monday night I was sitting in a hotel bar in Sunnyvale, California grabbing a bite to eat. At the table behind me were four people talking business. I’m guessing a CRO, a VP of Sales and two sales managers. I was not trying to listen…really…but the person...
Sales Meetings: The Purpose, and My Top 30 Ice-Breaker Questions
Sales Meetings: The Purpose, and My Top 30 Ice-Breaker Questions What is the value of a weekly sales meeting? Connectedness matters. I don’t know if that’s even a word, but I do know “engagement” is a word. We don’t just come to work for...
You have a choice in sales: To be a true partner, or to just be a salesperson
Do you believe that building trust is important in sales? What builds trust faster? Sharing vital information up front, or omitting vital information? Seems so obvious, right? I’ll ask it another way. Imagine this scenario: There’s something about what you’re selling...