“I am not in sales,” she said.

“I am not in sales.” That was the gist of a recent response I received when working with a customer of ours. I was doing a follow up to a leadership workshop and some one-on-one coaching. In our conversation, she was truly convinced that, in her role as a Partner...

Setting Goals Through Visualization

Visualization, we all do it to some degree. But, some of us do it intentionally and some by accident. Those that can control and manage visualization can overcome great obstacles and create amazing success in their personal and professional life. Professional athletes...

Run This 60 Second Test to Ensure Your Deal Will Close

As 2017 draws to a close, salespeople everywhere are focusing on how we can close deals to meet quota or hit accelerators and overachieve. What is the key to achieving these goals? It’s all about qualification! How can you effectively test your deals to ensure they...

Ability vs Territory

How can we successfully evaluate a sales person’s ability vs. their territory? Why is one rep more productive vs. another, is it their accounts, their patch of dirt, or their abilities? As leaders we can measure our rep’s success by viewing them through a...