Partners in Excellence

DECEMBER 9, 2021

I was coaching an outstanding sales manager. She coaches each person, having a very disciplined approach in leveraging data and how they worked. I see managers at all levels who are trying to do the right things with their people and their organizations, but somehow they aren’t connecting.

Outsourcing Services 103

Outsourcing Services Revelation Coaching Channels 103

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” How should we be coaching them? But beyond this, we are seeing organizations re imagining their digital engagement strategies, or leveraging deep expertise on social, event, conference and other channels.

Opportunity 117

Opportunity Scale Revelation Quota 117

Partners in Excellence

JUNE 6, 2018

They have other things that are more important than spending time with sales people. When they are buying, they leverage multiple channels for educating themselves on products/solutions. They tend to have “salesperson avoidance,” because so many sales people waste their time.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Gong.io

SEPTEMBER 19, 2018

This book is particularly well-designed for sales leaders, managers, and even founder/CEOs — really anyone who owns the responsibility of building a sales organization. It’s more of a sales management book (and one of the best ones out there, in my opinion). Conversations That Win the Complex Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111