One cannot preach accountability without first discussing awareness.

One cannot coach the concept of accountability without first speaking to awareness. Awareness of yourself as an individual first. Understanding you are not your thoughts, you are not your feelings, you are not your emotions. You are just you. Only then can you speak as a leader to help others become self-aware. Helping them to understand they are not their thoughts, they are not their feelings or emotions. They are just themselves. Once you can understand the concept of awareness, you don’t even have to agree with this definition, just understand we must be aware. Then you can start to teach accountability. At best you can encourage people to be more accountable based on their [...]

One cannot preach accountability without first discussing awareness.2020-09-07T13:49:51+00:00

Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because with that [...]

Stop calling it a sales playbook. It’s a sales cookbook!2020-09-07T13:54:58+00:00

9 Steps To Hack Your Interview Process & Score More Job Offers

My wife thinks I’m crazy for saying this, but I love the sales job interview process. And no, I don’t mean interviewing candidates, I mean interviewing as a candidate. I love it so much that a close friend, Scott Leese, SVP of Sales at Qualia Labs, and I often joke about how if we could make money just by landing job interviews, we would do it full time. Landing, and of course, nailing job interviews is an invaluable life skill, and if you’ve ever had to wade through the job market, you probably know that your single greatest point of leverage is securing multiple job offers simultaneously. This puts pressure on employers to take you [...]

9 Steps To Hack Your Interview Process & Score More Job Offers2020-09-07T13:55:05+00:00

The Best Sales Teams Are Built Upon The 5 Cs

What should you look for in a sales candidate? How do you find the best inside sales or sdr candidates? This is a topic we often see addressed in articles, and yet those discussions never seem to touch on improving your interview skills as a sales rep. Instead, separate articles are dedicated to that topic.  […]

The Best Sales Teams Are Built Upon The 5 Cs2020-09-07T14:01:01+00:00