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

What’s the Best Day of The Month to Buy a Saas Solution and Why?

If you’ve read any of my other posts, you know that I’m all about harsh truths. My experience in the sales industry has taught me that when someone or something is underperforming, excuses get tossed around like confetti in a hurricane. Sales trainers blame inside sales teams, inside sales teams blame sales trainers for poor sales training and negotiation training, sales execs blame sales trainers who blame inside sales teams who blame sales execs. And of course, everyone tries to blame marketing. And on and on and on. […]

What’s the Best Day of The Month to Buy a Saas Solution and Why?2019-02-11T20:31:28+00:00

How Confirming The Physical Commitment Helps You Close Deals

Movies are often wildly unrealistic, but there is one cinematic gaff that sticks in my craw more than all the others combined. Two people meet cute, perhaps at a bar, or an ice rink, or whatever the kids are doing these days. And they talk. They flirt. They laugh. And then one of them asks the other out. […]

How Confirming The Physical Commitment Helps You Close Deals2020-09-07T13:49:58+00:00