Sales Performance Blog

Sales and Marketing...Why Can't We Just Get Along?

Sales is from Mars, Marketing is from Venus. And all too often, the marriage between these two disciplines is strained, dysfunctional, and downright costly. Marketing wages an air war and Sales fights the ground war – but both are often miles apart in their targets and execution.

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Categories: Sales Training, marketing, Sales Tips

How to Fund Your Sales Transformation: Fire the Underperformers

As sales leaders, we spend a lot of time trying to develop the bottom 20% and turn them into capable salespeople. We send them off to two-day sales training seminars, have them take expensive sales assessment tests to confirm our suspicions, offer them self-help books, schedule countless one-on-ones, join them on sales calls and devote hours to documenting their performance.

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Categories: Sales Leader, Sales Training, Sales Transformation

Compelled to Coach

Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with something like, “May I offer you some coaching?” or “Can I give you some feedback?” just minutes after a high-stakes presentation, emotionally-charged sales call or internal meeting gone awry. 

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Categories: Sales Coaching

The Player/Coach: An Urban Legend?

Why is sales management one of the few professions that often requires a manager to be both a player and a coach? Over the past twenty years in the profession, I’ve seen many managers carry individual quotas in addition to their primary personnel duties — essentially competing with those they manage.

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Categories: Sales Leader, Sales Training, sales performers

SO WHAT?  Making The Shift When it’s Your Turn to Talk

In most cases, much of the transformation from transactional to consultative selling is about making the leap from “telling” to “asking.” It’s also about shifting away from an emotional and technique-based appeal to an approach that is more logical, honest and direct.  And for some, making the leap from advocacy (telling) to inquiry (asking) is a difficult one. 

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Categories: Sales Leader, Sales/Business Development, Sales Enablement