One of the challenges when you're hiring salespeople (or coaching them) is the dichotomy between being confident and being...
Leveraging Sales Enablement Practices that Drive Performance
by Mike Carroll on Tue, Jun 18, 2019 @ 10:06 AM
How much focus do your sales managers put on conversation speed and tonality when they coach their salespeople? At...
Keeping Your Sales Team Focused through Goals-Based Coaching
by Mike Carroll on Fri, Jan 23, 2015 @ 07:01 AM
As a follow up to our recent post “Is Your Sales Forecast Giving You a False Sense of Security” I think it’s pretty safe to...
A Practical Story About Effective Sales Listening
by Mike Carroll on Mon, Feb 24, 2014 @ 09:02 AM
I’d like to share a personal sales story to illustrate an issue we often see in our coaching conversations with the sales...
Why Your Sales People Fail to Listen Effectively
by Mike Carroll on Mon, Feb 10, 2014 @ 08:02 AM
I love this cartoon because it is so true. The more you listen the more you sell. How effective are your sales people at...
Four Ideas to Shorten Your Sales Cycles and Keep Things on Track
by Mike Carroll on Wed, Apr 24, 2013 @ 11:04 AM
One of the more common frustrations I hear when talking with Presidents, CEOs and Business Owners is that their sales cycle...
Does Your Sales Team Have Consultative Selling Skills?
by Mike Carroll on Tue, Jan 29, 2013 @ 19:01 PM
Our last article discussed how sales has changed over the past few years, why selling is so much harder, and why taking a...
Harvard Study Explains Why Sales People Talk Too Much
by Mike Carroll on Tue, May 8, 2012 @ 15:05 PM
An article in today's Wall Street Journal caught my eye, "Science Reveals Why We Brag So Much." It talks about a Harvard...
Top 5 Mistakes Your VP of Sales Makes at Trade Shows
by Mike Carroll on Tue, Apr 3, 2012 @ 06:04 AM
If you are the person who signs the checks (the President, CEO or business owner) for all of the expenses that go along...
Sales Vision - Gap Between What Is/What Could Be
by Mike Carroll on Tue, Feb 14, 2012 @ 06:02 AM
Here's another excellent Ted Talk with an important lesson for your sales team. In this 18-minute presentation, Nancy...
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