Category Archives: Coaching Sales Professionals

Soft Skills Power the Challenger Sale

What are you doing with your sales teams to help them step up to increasing expectations from sophisticated executive buyers? From my perspective, the worlds of selling, consulting, and coaching are converging in ways that are going to significantly improve … Continue reading

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How are you showing up for your people?

“80 Percent of Success is Showing Up”    (Woody Allen) I joined Hewlett-Packard in 1981.  My second level sales manager was a character named Bob Sandefer.  Bob had already been around HP for over 25 years and was a legend with our … Continue reading

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Give up the role of expert

The sales effectiveness literature is full of descriptions of the benefits of coaching for sales leaders.  In a study of 2400 sales organizations, the Sales Executive Council found that sales teams that reported three or more effective hours of coaching … Continue reading

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Are we really coin operated?

As a recovering sales manager, I have always laughed at the proposition that “sales people are coin operated”.  Notice that I said I laughed, not that I didn’t agree. What would you say if I told you that quite a … Continue reading

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Engaging with Confidence

In order to successfully challenge our customers with new ideas and insights, we have to develop the personal confidence and credibility to engage them and build their receptivity to our consulting with them. To help us, we can draw on … Continue reading

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Soft skills enable hard edged selling

What are you doing with your sales teams to help them step up to increasing expectations from sophisticated executive buyers? From my perspective, the worlds of selling, consulting, and coaching are converging in ways that are going to significantly improve … Continue reading

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Solution Selling is Dead! Long Live Solutions Selling…

As a recovering sales executive, I was very interested in this quote from a recent Harvard Business Review article, reviewed in the attached (short!) video. (First in a series of three on this topic.) “Most reps rely on a customer … Continue reading

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