Author: Danita

Posted at h in Sales Leadership by

“I want my Millennial salespeople checked in…both physically and mentally. And to stay checked in. No matter what they are up against. These are difficult times for every leader – and especially for sales. I need the salespeople to listen strategically to prospects and clients. I want them to activate their creative energy and insights, searching for new ways to serve and new products to develop." (Peter, President of an engineering firm.)

Posted at h in Executive Leadership by
This is hard for business leaders to believe as they chart their sales strategy - in the world of video conferencing, A.I., and the latest-and-greatest social media platform, one of the best tools for selling right now is the phone. Yes, the phone! And, I agree - engaging prospects in the opening call can be a challenge, even for the best sales professionals in the best of times. My colleague, Art Sobczak, is renowned for teaching sales professionals how to eliminate the fear, failure, and rejection so they can sell more by phone – without sounding like some cheesy salesperson.

Posted at h in Sales Leadership by
How to Right-Size Your Sales Team to Maximize Recovery, Hunter Byington's recent article, was a hit.  Hunter and I are working together with a number of clients who are committed to raising the bar on their sales and sales management game in order to recover well in 2020. Thus, I invited Hunter to share some additional insights that I believe will be helpful for you as you chart your own recovery effort. “What might I do to replace lost sales, market share, and revenue after this disastrous second quarter?”    This is a question every future-focused business leader is asking right now.

Posted at h in Sales Leadership by
I highly value Paul’s insight. He is an Executive Coach to over 60 CEOs and their leadership teams. He has been a turnaround expert as well as CEO, President, and GM of 5 midmarket companies in four different industries. Every single leader that I’ve introduced Paul Cronin to has experienced amazing business results. His straight talk sets him apart as a distinct leader.