Sales Training & Leadership Development Videos

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Pattern Busting for Better Sales Results

Pattern Busting for Better Sales Results

Our behavior patterns --or our habits-- are largely unconscious. Yet they’re so powerful that they either make or break our success. When we know our sales patterns, we can more effectively apply them, or know when we should short circuit them. It's all part of the read more

3 Feedback Strategies to Drive Sales Agility

3 Feedback Strategies to Drive Sales Agility

Modern Sellers don’t hide from feedback. Performance conversations should be regular, expected happenings between a seller and leader. Those conversations are more forward-looking and drive better results. It's all part of the dimension-- The Modern Seller is agile. read more

Drive Sales Agility with Strategic Speed

Drive Sales Agility with Strategic Speed

Welcome back to the Modern Seller video series. Let's consider strategic speed as a factor in sales agility. Strategic speed can apply to almost any sales situation... achieving a goal, moving an opportunity forward, building a target market or launching a new ... read more

Sales Agility is Top 5 Sales Skill. Here’s How to Build It.

Sales Agility is Top 5 Sales Skill. Here’s How to Build It.

Welcome to the new Modern Seller video series. I'm back from a short blogging break, and am looking forward to sharing strategies that you can put into practice as either a sales professional or sales leader. This first theme is about building sales agility. ... read more

Five Must-Watch TED Talks for Sales Professionals in 2019

Five Must-Watch TED Talks for Sales Professionals in 2019

What are you watching? According to Hubspot, 78% of people watch online videos every week, and 55% view online videos every day. You can make the most of your video consumption by creating a list of talks that can inspire your sales success. Two years ago, I ... read more

Becoming an Ambassador: Are Your Clients 29 Percenters?

Becoming an Ambassador: Are Your Clients 29 Percenters?

Think for a moment about all the brands, products, and services you buy in a given day or week. Is there that one you would intentionally seek out, that one that you would go out of your way to buy, even if other options were available? If the answer is yes, ... read more

When a Sales Prospect Goes Cold… Know When to Walk Away

When a Sales Prospect Goes Cold… Know When to Walk Away

Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers' The Gambler: “Know when to walk away, know when to run.” Through my years as a sales leader, I've learned that, despite our natural instinct as sellers to fight to win every ... read more

Your Best Investment: A Case for Lifelong Learning

Your Best Investment: A Case for Lifelong Learning

What are the secrets to longevity? After considering the traits of one very exceptional nonagenarian, I can boil it down to two things: self-care and lifelong learning. Today's post digs into the second of those two... what lifelong learning can do for us ... read more

What Distinguishes a Standout Seller…The Why or the How?

What Distinguishes a Standout Seller…The Why or the How?

Being in strategic selling, often I see sales conversations and the buying process get wrapped up in solution details way too early. I’ve done it too -- my mind running a million miles an hour, jumping into creating solutions before I know enough about the true ... read more

Stand Out in 2019

Stand Out in 2019

If you’ve been part of my community for a while, you might be familiar with my One Word Tradition. Each January, I land on the word that I want to live my year by, professional and personal. This year, it's "Standout." You can read more in this post, and watch my ... read more

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