Cost Per Opportunity

    by Mike Carroll on Wed, May 12, 2021 @ 17:05 PM

    As the old saying goes, management gets what management measures. What would happen if you put some focus on tracking...

    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...