Personal Growth Archives

What is Self Leadership and Why Should Your Sales Training Program Embrace It?

May 6, 2022 | Personal Growth, Sales Training, Videos

One of the best ways to foster innovation and performance is through autonomy. Even if you don’t have a leadership title within your organization, you can still be a self-leader. Self-leadership describes how you lead your own life – setting your course, following it, and correcting as you go. Hone these five skills to elevate your impact as a self leader,

Sales Strategies for Successfully Qualifying Your Opportunities

Mar 23, 2022 | Personal Growth, Sales Strategy

When I ask my sales consulting clients what is the most important aspect of earning new business, it’s fairly evenly split between prospecting and closing. The bookends of their sales process. It makes sense, because without prospecting you don’t have opportunities....

6 Capabilities for Highly-Effective Sales Leadership

Mar 17, 2022 | Business Growth, Personal Growth, Sales Leadership, Sales Training

Your organization’s sales success starts at the top with strong sales leadership. What makes a good sales leader? John Maxwell has said, “A leader is one who knows the way, goes the way, and shows the way.” That’s especially true in sales, and especially now as...

Strategic Selling: How to Make the Most of Buyer Preferences

Feb 24, 2022 | Personal Growth, Sales Strategy

Buyer Preferences Aren’t All That Different. Your Approaches Need to Adapt as Part of Your Sales Strategy. While much is written about the changing of buyer preferences in strategic selling, don’t let that distract you because the foundation of what they are...

Sales Strategy: How to Influence Decision Makers

Feb 15, 2022 | Business Growth, Personal Growth, Sales Strategy, Sales Training

I was driving on a Saturday morning, and happened to catch a show on NPR about how someone earns the status of “expert.” It wasn’t with a business guru, but an anthropology researcher and author. And that short 15-minute segment changed my thought process on how we...

Ask These 12 Questions to Progress Toward Your Sales Goals

Dec 10, 2021 | Business Growth, Personal Growth, Sales Training

This is the time of the year where many sales professionals are simultaneously sprinting to a quarter or year end, while also trying to look ahead to the next year’s sales goals. It can also be a time of reflection on what the past year has brought and what you...