It’s missing! Getting ahead of the evidence
It happens to all of us. Our mind (and our mouth) gets ahead of the evidence. Leslie and I recently downsized. Moving is stressful. Eliminating belongings to fit into a smaller space brings even more. While trying to organize the disarray in my new office, I heard Leslie start yelling, “Michael! Help! I need help!” […]
Brian Carroll | Connecting to What The Customer Cares About
Respect For People is one of the important themes in working toward Sales Process Excellence. Often, we think of it in terms of employees, but it also applies to how we approach customers and prospects. In both cases, it is looking from another person’s perspective. As a senior leader, you can’t be involved in […]
Cliff Ransom | A Wise Individual, Who is Still Learning from Others
Today’s guest is Cliff Ransom. Cliff holds a unique position between the investment community, corporate management and the lean community. He has spent years following very successful companies and watching executives and front-line folks work. And, is very open with us about several lessons he has learned. In our conversation we talk about: Examples of […]
Bill Bentley | Finding the Tipping Point
The past few episodes have talked a lot about the importance of mindsets in engaging employees and aligning with customers. Today we are going deeper into how data works in the feedback loop that make the job of sales easier. Before you click to the next email in your inbox, here are a couple of […]
Tripp Babbitt | The Deming Philosophy is a Way of Learning
The core of Dr. Deming’s teaching is to continually update and innovate the way we think about work, products and management. For it to happen effectively, people need to understand the system they are in and contribute to improving it. Today Tripp Babbitt takes us into the philosophy of Dr. Deming and some contrasts […]
Bud Hyler | Aligning Sales and Marketing Through Feedback
The purpose of marketing goes beyond creating awareness and stimulating interest. It is also to serve the needs of sales channels and individual salespeople in connecting with their customers. Bud Hyler shares examples of how marketing can get closer to customers and sales. And, the kind of feedback they should be looking for to […]
Bob Lambert | Helping Customers Through the Buying Process
What does it take for a salesperson to be excellent in the eyes of a buyer? And how does it tie back to what research and experience show about how buyers make a decision? Bob Lambert’s career spans sales and marketing. He has been a salesperson, sales manager, run a marketing agency, sold customer […]
Tiffani Sierra | Yes and… and Other Lessons For Salespeople and Leaders
Today we look at sales and leadership from a different angle with Tiffani and Adrian Figueroa. Watching an Improv show, we have all marveled at what the actors can make up and do it so quickly. Turns out there are techniques that are the foundation for how they work that make it easier to react […]
Claude Bardy | Are You Asking the Right Questions When Coaching Your Salespeople?
Managers often miss chances to coach their team during sales reviews. It is easy to focus on the status of opportunities in the pipeline, and miss what matters more. Claude Bardy has seen it happen. Claude came to sales with an engineering background. Today, he helps new businesses developing their sales process and sales […]
Christian Maurer | Respecting the Value Salespeople Create
I feel a special kinship with Christian Maurer. We both have had experience in sales and sales training early in our careers. And we both saw how things were amiss in how many of our peers were approaching both. These days […]