My sneaky motive was for the sales managers to gain insight into their own sales coaching attitudes and practices. Law Enable your sales team to do their personal best, every day Its a...

Why are you making yourselves irrelevant? She went on to say: My gut feeling is that many of you are actually managing your team in spite of yourselves.

The major take-away from the post, The Elevator Pitch 2.0: Part 1, quite simply, is that you must move from a situation of knowing something to a higher position of being known for...

When I started my LD consulting business (in the days before I knew what an elevator pitch was), I had a very simple marketing and business plan: The plan looked like this: So, whenever I...

Then she said, On one hand, they can see that some organizing before the sales call is valuableso that they dont get all mixed up. On the other hand, they seem so risk averse when it comes...

Of all the things that are happening in your businesss market this year one thing is very clear: Simply doing what youve always done is more than a bad strategy. So, if its time for a...

The ancient Greeks gave us great words to convey the value and opportunity that coaching represents. Chronos refers to the chronological measure of time, and its whats meant when you talk...

Motivation and Rapport BuildingTwo Breakthrough Techniques The two most asked questions from sales managers are How can I motivate my sales representatives when Im coaching? This question...

For many sales managers who ask themselves Why should I coach?, the answer seems a little counterintuitive and confusing. Selling is their job and any job worth doing is worth doing well.

Welcome to the last quarter of the year. If youre on schedule (or ahead of it), youre likely to stick with the plan and keep doing what youve been doing.