Researching your Sales Prospects? Here’s what to look for
You have an ambitious sales quota and a list of potential leads that seems to be growing longer by the day. Your goal is clear – to connect with these prospects and turn them into loyal customers. However, in a world where competition is fierce and attention spans are fleeting, your approach needs to be […]
The Irony in Sales Coaching
If you feel like you’re working too hard or talking too much in a coaching conversation, you are! It’s time to rethink your strategy. Consider that your objective when coaching is to unlock the potential of the person you’re coaching; to maximize their performance by helping them to learn and grow. As a coach, it’s not […]
How to Win Consistently on the Front Line of Sales
The path to building a high performing sales organization which exceeds expectations year after year is paved with a number of building blocks and one of the key blocks is consistency. Consistency of capabilities. Consistency of processes. Consistency of tools. Consistency of training and development. All of these are critical to leading an effective and […]
How to prepare your organization’s future leaders
IDENTIFYING THE GAP How many companies are successfully preparing their managers for the demands of tomorrow’s workplace? In a Harvard Business Review global survey of managers and leaders, it was found that 67% of North American companies said they needed to entirely revamp their middle manager development programs. In another survey by the same organization, only 15% […]
