#sales leadership Tag

The Unsung Heroes of Sales Success: Why Support Staff and Product Managers Deserve Recognition In business literature, sales success is often attributed almost exclusively to the charisma, persistence, and skill of quota-carrying sales professionals. Yet in my decades of experience—spanning selling solutions from accounting, human resource and payroll, manufacturing, electronic medical records, electronic payments software to anti-money laundering compliance systems—I’ve learned a fundamental truth: no high-performing salesperson closes complex B2B deals alone. Behind every signed contract are the tireless efforts of product managers and sales support staff. Their technical expertise, market insight, and ability to engage with client challenges are often the...

30 September, 2025

One of Benjamin Franklin’s most insightful adages—often echoed by my wise father—states: “If you want a task done quickly, ask a busy person to do it.” At first glance, this may seem counterintuitive. Why would you assign more work to someone already occupied instead of turning to someone idle? The reason is simple: productive people develop strong habits, discipline, and time management skills, while the unmotivated often procrastinate or make excuses. Busy individuals earn trust through reliability, consistently meeting deadlines and honoring commitments. Their proven track record makes them the “go-to” people for important tasks. In contrast, those who avoid work...

16 September, 2025

When your company receives a Request for Proposal (RFP), is it usually assigned to junior or new salespeople to complete? If so, this is a mistake. Let me explain: One of the struggles that many sales pros face today is whether to participate in an RFP process. They are often a mixed blessing. Completing them is usually a tedious, unpleasant task. And they can be time-wasters. They cannot be ignored entirely because some may lead to significant sales revenue. I have closed millions of dollars in sales as a result of RFPs. Many are issued by consulting firms with which you want...

09 September, 2025

Most Sales Training Is Wasted U.S. companies spend nearly $70 billion a year1—about $2,000 per sales rep2—on sales training. Yet much of this investment is wasted. The content is often outdated, the delivery methods are ineffective, and sales managers rarely reinforce what was taught. Despite poor results, many executives continue to fund these programs, accepting a weak return on investment. The Retention Problem Relevance isn’t the only issue—retention is another major challenge. Gerhard Gschwandtner, the highly respected founder of Selling Power and the Sales 3.0 Conferences, cites research showing that “84% of traditional training content is forgotten within three months if it isn’t...

25 August, 2025

Why “Do Nothing” Is Your Toughest Competitor in Enterprise Sales Automobile dealers know a painful truth: when a customer says, “I’ll think it over” and walks out, they seldom come back. That’s why dealers pull out every tactic imaginable—stalling by keeping your keys, bringing in the sales manager, applying wave after wave of pressure. They understand that the most significant risk isn’t losing you to another dealership. It’s losing you to indecision. That same silent assassin—the decision to do nothing—is what enterprise sales professionals face every day. In my book, Above Quota Performance, I argue that the #1 competitor isn’t another company....

19 August, 2025

Here is the scenario: You developed a lead into a qualified opportunity, held meetings to demonstrate your value proposition, answered questions, arranged customer visits, and crafted a return-on-investment case that impressed the Economic Buyer. The buyer's interest grew, leading to calls for more information, workshops, contract requests, and training queries. They analyzed your solution, asked their questions, and examined the alternatives. Then, you were informed that your solution was selected from among the several they were considering. However, the deal suddenly stalled, your contact is not returning calls, and the opportunity remains open.  Has this happened to you? Your contact informed...

06 June, 2025

When pursuing a prospect in the sales cycle, it might seem advantageous if there is no competition. Indeed, discovering a lead and completing the sales process without the threat of a competing supplier can be less stressful, as no competitors are highlighting potential shortcomings of your company or product. Such scenarios are uncommon and should be celebrated when they occur. This has become even rarer since the pandemic, which has made access to prospects more challenging. However, competition can sometimes be beneficial in closing an opportunity. This may sound counterintuitive, so allow me to elaborate. An essential aspect of ensuring that time...

06 June, 2025

“Talent wins games, but teamwork and intelligence win championships.” Michael Jordan1 Teamwork offers significant advantages over individual work through better communication and synergy, leading to enhanced problem-solving, innovation, and creativity. It often results in a positive work environment and improved morale, although this is not always the case. Most people prefer working in teams rather than individually, and I have always enjoyed being part of teams. Here are a few examples from my work experience that highlight a lack of teamwork: I was part of the Executive Group at a software company. During a meeting, a peer who had previously privately agreed with me...

12 May, 2025

Understanding Economic Cycles Economic cycles, comprising phases of growth or expansion and contraction or recession, are a fundamental aspect of the financial landscape. These cycles are a natural occurrence in all free economies, influencing how corporations navigate their operations to optimize profits and efficiencies. The U.S. economic cycle typically spans about five and a half years, although it can vary between eighteen months and ten years. Good times lead to difficult times, and vice versa. The stock market is dissimilar to the economic cycle, although they often experience similar behavior, as investors' beliefs in the future economy and company profits influence...

06 May, 2025

Have you ever walked into a meeting where one person dominates, trying to prove they know more than everyone else? And that you don’t know anything? It’s unwise to challenge them head-on. Handling Mr or Ms “Smarty Pants”: Navigating the Know-It-All Factor in Sales Every salesperson encounters brilliant evaluators eager to prove their expertise, often at your expense. They do not hate you or your company. It's usually an ego issue—they need to show off in front of peers. They rarely act this way in one-on-one conversations. Their sharp intellect and relentless questioning can derail your presentation and threaten your sale if...

28 April, 2025
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