How much focus do your sales managers put on conversation speed and tonality when they coach their salespeople? At...

    This is usually the time of year when I write a “Year End Sales Strategies” blog post outlining some of the things your...

    Coaching Rhythm and Texting While Driving

    by Mike Carroll on Tue, Nov 18, 2014 @ 13:11 PM

    My last post talked about the challenges of teaching my middle daughter, who recently got her learners permit, to drive...

    The beauty of having an effective sales process is that it creates a level of consistency and discipline often lacking...

    Last week we took a look at how you and your sales teams can improve on their effective listening skills, and in return...

    In our previous article in this series on Building a Profitable Sales Process, we discussed the importance of asking for...

    Customer 2.0 - Death of Your Sales Team?

    by Mike Carroll on Sat, Apr 16, 2011 @ 12:04 PM

    When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many executives walked away...

    Sales people who use logic to convince their prospects make selling a lot harder than it needs to be.  Mr. Spock might...

    Sales Systems and Super Bowl Champions

    by Danielle LaVigne on Mon, Feb 7, 2011 @ 09:02 AM

    What a great Super Bowl game last night!  As a lifelong Green Bay Packers fan it was especially sweet.    Do you think...

    When a customer is just focused on price, what is one strategy you can do to get them to move off price?