Do your sales efforts need a social selling makeover? Many of my newer clients swear by their social selling results. Many of my old line manufacturing organizations are still struggling to get their sales teams to begin using a social selling process. I think the problem is more terminology based…
Continue Reading....Category: Sales Leadership
Insurance Professionals, Are You Selling Like It’s 1999?
I got a note from a friend who I worked with in the late 1990s. He and I had a great time selling sales force automation into the insurance organizations with a large value-added reseller. We spent many, many weeks with their agents, brokers, and sales and marketing leaders. It…
Continue Reading....Are Your Sales Managers Growth Multipliers?
How can a sales manager leverage their time to become a growth multiplier? I got a great book this week from a client called Multipliers, by Liz Weisman. They thought I would find it interesting since I spend much of my time coaching sales managers on how to become people maximizers.
Continue Reading....Is Your Organization Ready for Smarter Sales Leaders?
What are the critical elements to great sales leadership? So many people I talk with tell me things are changing for them as sales leaders. The increasing complexity of doing business, global competition, and a limited group of talented professionals to choose from are changing the role of sales leaders. …
Continue Reading....