“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...

The Importance of Process (and it’s Not What You Think)

Funny little things set me to thinking. And usually about all things sales, or refereeing, or golfing, but, in this instance, it was sales… and sales process in particular. Recently, I was arriving in Bangalore for a session with a group of new hires. In any country...

Five Keys to Handling a Mega Deal!

We all want the mega deal, that mega win that pushes us into accelerators and makes us a legend within the company culture. But, how do we get one of these mega deals over the finish line? How do we execute something that might be more complex than anything we have...

Poll: Top 2 Success Drivers for 2018

Have you found success so far this year? We’d love to know. Please respond below with you top 2 success drivers for 2018. As we are now 67% of the way through the year, what has been the source of your success? Finding enough prospects Differentiating your...

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...

Getting Over Slumps in Productivity

We’ve all been there. Unmotivated or overwhelmed to the point of not knowing where to start. What can we do to overcome these lulls and continue being productive? In today’s busy world managing our own time is a constant battle for all of us. It is no wonder we find...

The Importance of Continued Learning

There is a book that has been on my bookshelf for years. It gets pulled out numerous times every year and is as relevant and timely as it was when it was first published in 1989. That book is “The 7 Habits of Highly Effective People” by Stephen Covey. This was one of...
Are You Finding Enough Prospects?

Are You Finding Enough Prospects?

At the beginning of the year, we ran a poll asking alumni to share the biggest challenges they expected to face in achieving their professional goals or targets for 2018. A large number of sales reps indicated that finding enough prospects was a leading challenge. 2...