The Player/Coach: An Urban Legend?
So what makes so many senior sales leaders think the player/coach is a good idea in business development?
So What? Making The Shift When It’s Your Turn To Talk
In most cases, much of the transformation from transactional to consultative selling is about making the leap from “telling” to “asking.”
Sales and Marketing...Why Can't We Just Get Along?
Sales is from Mars, Marketing is from Venus. And all too often, the marriage between these two disciplines is strained, dysfunctional, and downright costly. Marketing wages an air war...
How to Fund Your Sales Transformation: Fire the Underperformers
As sales leaders, we spend a lot of time trying to develop the bottom 20% and turn them into capable salespeople. We send them off to two-day sales training seminars, have them take...
Compelled to Coach
Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with...
SO WHAT? Making The Shift When it’s Your Turn to Talk
Dennis Susa outlines the SO WHAT? method to provide transition and structure when you’ve exhausted all your questions and it’s time to convey your solution.