Every business owner has a big dream for their business and wants to make it happen. The problem is that sometimes we hire people that don’t share our core values or core focus. These people may behave in a way that we don’t understand because it’s not who we are. It shouldn’t be so hard…
What happens if good is not good enough? We don’t want to be good leaders, we want to be great leaders. Every leader has a big dream for their company and wants to make it happen. But their energy is often channeled inward. It’s about them, not about their employees. It shouldn’t be so hard…
Every employee has a big dream for their career and wants to make it happen. The problem is that many people don’t know where to start or what to do to drive their own development. Planning your career can be confusing and frustrating. It shouldn’t be so hard to find a place where you are respected and…
We’ve talked recently about the importance of having the right mindset and skill set in sales, along with how to work your way through the buyer-seller dance. Once you’ve mastered those, it’s important to look at your level of activity. I’ve sold professional services my entire career. First in banking, then in my coaching practice. Because…
The buyer-seller dance is a metaphor for the dynamic that occurs between buyers and sellers during a sales call. Both parties have their own goals and agendas, and they are constantly trying to influence each other. Who leads in the buyer-seller dance depends on a number of factors, including: In my experience, if we don’t…
Having success in sales can sometimes feel easier said than done. It takes hard work, dedication, and a willingness to learn and grow. It also takes the ability to overcome rejection and setbacks. I was asked by a former coworker in banking to provide sales training to their commercial bankers. Because I had run sales…
Every salesperson has a big dream of exceeding sales goals, making lots of commissions or incentives, and getting the recognition among peers and executives in their organizations. The problem is when the idea of sales comes up, many of us re-live the experience of the last time we went into the car dealership. We experienced…
Dan Mahony, Transcendent Sales Solutions, Keith Costley, Keck & Wood, and Samantha McElhaney of Pinnacle Financial Partners joined host Bill McDermott for a roundtable discussion about what it takes to have a good mindset for sales. Each of them shared their career journey and their experience in sales. Bill led them through a conversation about…
When someone mentions they are a salesperson, mental images often come to mind of the used car salesperson that asks, “What do I need to do to get you in this car today?” People hate to be sold. But, when people are ready to buy they appreciate the help. There’s a subtle mindset shift (sell…
Every CEO or business owner has a big dream for their business and wants to make it happen. But how does a CEO sell/exit their business and ride off into the sunset with a sum of money that achieves financial freedom and a sense of contentment? A failure to plan leads to leaving money on…
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