Sales Culture and Accountability: It’s About the Behavior

As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?

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Is Your Calling Card Hubris or Humility?

Some days I have these moments when I say “I think I have seen it all now.” Those moments don’t happen often, because people always come up with something new that makes me stop and think about what I have just witnessed. Great salespeople are separated from the not-so-great ones by many things, and much

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Are You on Your Client’s Agenda?

It’s that time of year again. As 2013 approaches, salespeople everywhere are trying to close as much as possible to finish the year strong. For that matter, it’s not just salespeople. Anyone who has something to sell – whether it’s a product or service, an internal idea or project, a budget increase for 2013, and

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Work Smarter, Not Longer

Does success come from a commitment of hours or from a commitment of passion and focus? I want to advocate – primarily – for the latter. I was professionally raised in a time when we were measured by the number of hours we put in as well as by our sales results. Yet it was

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The Dangers of “Over-Proposing”

I lost a deal today. Yep, it happens to all of us. Usually, salespeople want to make sure that our prospects have choices when proposing goods and services. It’s the way things have evolved – and it’s a problem if we can’t control ourselves! I have seen – and have been guilty of – the

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