Blog

DISC is a powerful tool that assists people in understanding different behavior styles. This will not only help you communicate more effectively, but more importantly it will help you to understand how others like to communicate.

The onboarding process for new employees can be a real hit and miss topic for many organizations. Most companies buy the fact that their ability to cultivate and retain top talent starts with the onboarding process, yet so few actually have invested the time and effort to develop those processes. Onboarding plans do not have to be overly complicated. This is certainly one of those topics where a ‘keep it simple stupid’ (KISS) approach makes complete sense!

As business begins to reopen across the nation and folks start heading back to work, how is your team going to adapt their presentation style or technique when providing quotes or proposals? The harsh reality of the new world is some organizations are going to jump back into business as usual, others will not be able to as easily. As leaders we need to adapt our organization’s technique on how we position our products and our solutions.

Leaders, specifically sales leaders struggle with the framework on how to coach and develop their people. This is not due to a lack of selling skills on their part, but they have what we call ‘nontransferable skills’. Learn 5 steps to help transfer your skill set to your team.

Working remotely can be a challenge, whether you’re a sole proprietor or a team of 20. As the majority of the U.S. workforce is adjusting to working from home, here are three apps that will help with your productivity as well as a time management tip!

Over the years, we’ve worked with a lot of fantastic and skilled salespeople who really work at their craft. That said, when it comes to their sales process, the Decision Step is often the step that gets left out of the sales process causing deals to stall, long sales cycles, frustration and anxiety...

One of the gifts that I’m given throughout my journey as a Sales and Sales Management expert is the ability to work with world-class leaders on leadership and growth. Along the way I’ve had some very spirited discussions on driving change. In this blog, I have compiled my top 3 principles of sales leadership to drive change within your team. 

In sales, the topic of ‘Pain’ is somewhat easy to understand. Many would define pain as “an emotional, compelling reason to do something different.” For example, if a prospect is buying product from an incumbent supplier, there must be some level of pain involved with that supplier in order to change suppliers. Easy to understand, right? Not so fast!

As we are sliding into 2020, shaking the holiday dust off and we begin focusing back on our teams and our businesses, I challenge you. I challenge you to pick three areas of your business that if were fixed, could change the game for you, your team, and your company. What are those areas?

I love this time of year, everyone is upbeat, the scoreboard has been reset and the glimmer of hope and perseverance gleans over everyone. The question is, how do we keep that feeling, that momentum throughout the year?