Reduce Your Hiring Frustrations

Picture two executives sharing with me two standard frustrations with hiring qualified personnel. I am certain recruiting agencies, and staffing consultants’ have heard the same. These senior managers expressed their aggravation with the cost of their hiring process, and the poor outcomes received. Yet, they do little to change. Whether you are looking for new sales hire, replace the CFO or find an executive assistant, here are three ways [...]

Post-Hire, Three Sales Performance Tips (You Can Use Now)

Bob Iger, head of Disney, awakes every morning at 4:30 am to workout. John, one of my sales training students, has a daily sales goal of speaking with 20 new prospects every day. People who are committed to improving their performance have written goals, review them weekly, to maximize their outcomes. For those of us in sales, many of us are committed to improving their sales performance, or helping [...]

Three Selling Tips that add to Performance

I wrote this blog over a year ago. Many of my customers liked it so I am re-posting it today. Whether you are a business owner, a CEO, VP of sales or a lonely salesperson who feels the whole world is on her shoulders, we all can use some sales coaching help. Do you feel like you are “going it alone”? If so, these three tips may help. However, for the [...]

Post-Hire, Three Outcomes You’ll Receive From a Good Sales Coach

A Sales Coach Lifts You Up!When CEOs consult me, they share their concerns about their salespeople. They are tired of hearing reps complaining about the leads they get from marketing. Tired of the travel perks. Moreover, tired of hearing of the excuses of not prospecting for fresh leads and new opportunities.  I understand their challenges since I was a COO/VP of Sales for many years. Here’s the good news! All [...]

How are Your Cold Calls Working? Three Actions to Avoid

There are a lot of companies (and sales managers) who believe cold calling is the best way to prospect. Managers are able to witness, in real time, both the calls and record the activity. As a sales trainer who has taught cold calling, I have learned most salespeople dread the experience and have disastrous results. When I receive an unsolicited call, I often explain to the telemarketer their script [...]

Cancer? The questions we ask can get us in trouble

The other day, my friend Joe informed me he was just was diagnosed with prostate cancer. For those of you uninformed with this form of cancer, it can be treated successfully, if caught early. Joe is a healthy guy with no chronic issues. He just went to the bathroom, one day, and found he had trouble urinating. A week later, his PSA score was over 100 (a normal PSA is [...]