Many sales leaders spend most of their time working with their bottom and middle producers. Listen to this episode to learn why top performers need their sales managers.
Sales managers plan to put on a sales meeting their team will love, but find their people resent the meeting. Listen to this episode to learn the often-missed ingredient when creating a sales meeting agenda.
Sales people often say they want to be treated as if they run their own business. Yet, their definition and real life business ownership are very different. In this episode, learn what it takes for sales people to really be business operators.
These two expressions are often used as synonyms, but they are far from it. Listen to this episode to learn the difference.
While passion helps some sales people to succeed, it causes others to fail. Listen to this episode to learn how to help your sales people channel their passion.
In complex sales, every prospect meeting means moving one step closer to the deal…at least, you hope. In this episode, you will learn the key question to ask your sales people to make sure they are prepared for every sales call.
No one likes to lose a sale, but there is a wealth of learning that can come from the experience. Listen to this episode to discover how to create a learning experience from a lost sale.
Your sales job ad is intended to drive sales candidates to your company. Maybe it’s sending them away. Listen to this episode to learn how to attract sales talent.
Sales people hate cold calling, but it is the sales managers’ job to make sure they are building a healthy pipeline. Listen to this episode to learn an easy way to make cold calling fun and competitive.
Sales people hitting or missing quota is not necessarily an indication of their performance level. Listen to this episode to learn the key to setting quotas that have meaning.
In this episode, you’ll learn a specialized technique to screen prospective sales hires …exposing the winners from the pack.
You’ve hired the sales candidate you want, but do you pay any mind to those you didn’t? You better! Listen to this episode to learn why.
There are 3 reasons why sales training fails in companies. Listen to this episode to avoid those mistakes when hiring a sales trainer.
There is a test that professional buyers give sales people to negotiate price. Listen to this episode to see if your sales people are flinching?
There is one major reason why fast growth companies can’t keep a sales team together. Listen to this episode to learn what that is and how to stop it.