The Empathy Edge: How Practicing Empathy Elevates Your Sales Game
In the world of sales, there’s a lot of talk about hitting targets, closing deals, and outsmarting the competition. But there’s a secret weapon that top sales professionals use to rise above the rest—not just for the numbers, but for building lasting relationships. That weapon is empathy. Now, before you brush this off as a […]
The Many Hats of a Leader in Sales: Mentoring, Managing, and Coaching
Leadership in sales requires adaptability, vision, and the ability to juggle multiple roles seamlessly. Sales leaders are not just managers of targets; they are mentors, managers, and coaches, each role serving a distinct purpose. Understanding when to wear which hat can make the difference between a struggling team and a high-performing one. 1. The Mentor: […]
Making Practice Perfect: How Sales Training Builds Skills That Stick
Sales success doesn’t happen by accident. Top-performing salespeople didn’t get there by luck—they practiced, trained, and refined their skills through real-life experiences and professional development. Yet, all too often, sales training programs fall short, leading to the infamous “training high”—a burst of excitement quickly followed by a slump back to old habits. So, what makes […]
Playing Catch™ – The Art & Science of Asking Great Questions in Sales
Ever been on the receiving end of a rapid-fire sales pitch and felt like ducking for cover? You’re not alone. Too often, sales conversations feel like a monologue rather than a game of Catch. Optimé International coined the term “Playing Catch™” to describe the ideal sales conversation: a genuine back-and-forth exchange, where each question and […]
The Art of Being Real: How Authenticity Shapes Business Relationships
Let’s be honest: in business, we’ve all encountered that person. You know, the one who sounds like they swallowed a corporate jargon dictionary. They’re a “synergy”-loving, “low-hanging fruit”-chasing, “let’s circle back”-saying machine. But when the words stop flowing, you’re left thinking: “Wait… who are you, really?” This is where authenticity steps up to the plate […]
When to Stop Mentoring, and Start Coaching
Mentors and Coaches play a pivotal role in guiding and developing teams. But, understanding when to transition from mentoring to coaching is essential for effective leadership. In this article we explore some key differences between mentoring and coaching, the scenarios where each is most appropriate, and how leaders can smoothly make the transition. Difference […]
Five Traits of a Great Sales Leader
As a sales leader, one of your biggest challenges is to maneuver the different personalities on your team. Not only do you need to make sure your sales reps are doing their jobs, you need to inspire them to exceed the goals set for them. But there is always a very fine balance. Too friendly […]
Selling – It’s not just for the Sales Teams
Building a strong sales culture in which everyone within an organization, whether they are on the sales team or not, is actively engaged in the processes, will result in stronger sales effectiveness. It’s no surprise that providing sales training to more than just the sales team can greatly benefit a company’s top line growth – […]
Understanding the Right Time to Manage, Mentor, or Coach.
The Many Hats of a Leader Effectively leading and developing the capabilities of your team requires you to provide different types of support in different types of situations. On any given day, your team members may present you with opportunities to teach, manage, coach, mentor, arbitrate or delegate. Making the right choice in how you […]
