Start with your customer, right?

3 times in the last month I have worked with sales teams to help them understand and communicate their unfair advantage in the market.  And 3 times I have coached them to put the customer first. There are two basic approaches to this.  Either you tell your customer what you do that is unique and … Read moreStart with your customer, right?

5 tips to get the most out of SMEs at team meetings

I have sat through way too many team off-sites being bored by the subject matter experts (SME) brought in to speak to the team.  Often the SME shows up and throws up a whole ton of information that completely overwhelms the audience. But it doesn’t have to be that way.  Here are 5 tips to … Read more5 tips to get the most out of SMEs at team meetings

5 steps to your Unfair Advantage

I love the phrase “Unfair Advantage”.  It’s so much better than unique selling proposition or differentiator.  I’d much rather have an unfair advantage than a differentiator! I wish I had started thinking about unfair advantage many years ago.  But for too long I just thought in terms of differentiators. I recently went through a brainstorming … Read more5 steps to your Unfair Advantage

How I take in 100+ news sources daily

In the new hire training I facilitate I often get asked about the news sources that I track.  Once I’ve been through that, I  often get asked the question….  How in the heck do you keep up with all that? I’ve honed my process over the last few years and it works for me.  It … Read moreHow I take in 100+ news sources daily

10 Ways a Good Sales Manager is Like a GPS

There are many metaphors out there about sales, though fewer specific to sales management.  No metaphor is perfect, of course. But one I came across recently in another area crosses very well into sales management.  Well, I think it does anyway, in at least 10 respects… A GPS requires that the driver knows the destination. … Read more10 Ways a Good Sales Manager is Like a GPS

Look for the order in the chaos

Any music lovers out there should watch the documentary “It Might Get Loud”.  It brings together legendary guitar players from 3 generations; Jimmy Page from Led Zeppelin, The Edge from U2 and Jack White from The White Stripes.  They talk about music, playing guitar and their roots.  And then they jam.  Fantastic, fascinating, brilliant, absorbing, … Read moreLook for the order in the chaos

Treat your new sales territory like a cold swimming pool

It’s that time of year when territories are shuffled, cut and changed.  Looking back as a sales rep, there were very few times when I went into January with exactly the same territory as I had in December. Recently I read an article about starting a business and it promoted the idea that the best … Read moreTreat your new sales territory like a cold swimming pool