Practical ideas for sales leaders
Explore the archive for guidance on hiring, selling, coaching, and leading a sales team. Publication dates show when each article was written.
· 4 min read
Effective communication skill means connecting with the other person in a way that invites them to offer you valuable information as well as willingly receive...
Read article →
· 4 min read
What do you do when your appointment gets cut to only five-minutes? Every experienced salesperson eventually finds themselves cut short on sales calls. For...
Read article →
· 3 min read
The practice of identifying personality styles has been around for centuries. Today, it is still highly effective to recognize your customers’ different styles...
Read article →
· 3 min read
Overcome these common mistakes and make more sales One of the most misunderstood phrases in our business is the “lost sale.” Sales managers hate any lost sale,...
Read article →
· 4 min read
Knowledge may be power, but beliefs define who we are. After almost two decades of analyzing, training and coaching sales professionals, seven core beliefs...
Read article →
· 5 min read
What goes through your mind as you interact with a buyer? What do you think the buyer is thinking? The more you understand the buyer’s thoughts, the greater...
Read article →
· 4 min read
Avoid these common sales mistakes and follow the lead of successful sales reps to improve your sales What mistakes do successful salespeople sidestep that the...
Read article →
· 3 min read
I'm a keen observer of sales call success. So I enjoy riding along with reps. Frankly, I’ve witnessed too many salespeople who possess an overinflated belief...
Read article →
· 3 min read
Training new sales reps is a critical part of success. Too much training can diminish performance. These 5 steps will get them producing quickly. What do you...
Read article →
· 4 min read
Identifying even the smallest distinctions between you and your competitors can make the difference between winning and losing. The Patriot is an excellent...
Read article →