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Podcast: How to Build Positive Business Intent

As a salesperson, your strength lies in your ability to demonstrate Positive Business Intent with your customers and prospects.

The best salespeople: 

  • do what they say they're going to do,
  • build personal relationships with customers,
  • bring authoritiy to their point-of-view and what they offer,
  • and are customer-focused.
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A Reflection on Being Uncommon

Those of you who have gone through a Command of the Message® training with me likely remember the "Uncommon" story I tell at the end of my sessions. (If you haven’t, here’s a podcast of my telling the story).

Although the story is a very personal memory, I use it as a motivational tool for the salespeople I work with because I think it’s a good example of getting yourself off the couch, persevering and differentiating yourself in the sea of sameness.

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Five Tips for More Effective Role Playing

Role playing is one of the best ways for sales managers to add value for their team members. Executed effectively, you provide a comfortable environment for a salesperson to practice a pivotal conversation and provide actionable feedback for improvement.

It's better to practice in your office, than with the customer.  Here are five tips for executing an effective role play session with your reps: 

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How to Enable a Sales Team of Great Coaches

Strong managers are the driving force behind best-in-class sales organizations. When you have people who are enabled to drive success from each rep, you have a sales team that will shatter sales records. Developing the coaching skills of front-line managers sparks a trickle-down effect that contributes to optimized productivity by your reps.

To maximize the returns of every sales team in your organization, here are some tangible strategies to follow: