April 2016

Doing What You Love

As soon as I get this issue off to the printer, I need to write my son a letter at the University of Nebraska, where he’s finishing his second year of studies.

Can Your Salespeople Articulate Value Or Does It Sound Like Magic?

After nine years working with companies on sales messaging, I have found that the number one inhibitor to salespeople articulating value is that they don’t create enough contrast between the before and after word picture of owning their product. And when salespeople fail to make the contrast feel concrete, customers can’t see the value, so it just feels like magic.

Digital Lift

There’s a big difference between being a rocket and being shot out of a cannon. Today, 95 percent of all digital marketing programs are the latter.

A Fatal Miscalculation

We’ve all heard it before — you can’t sell something to someone who isn’t buying. It sounds reasonable enough, but it’s not necessarily true.

3 Reasons Sales Leadership Is Getting Messy (And How to Clean It Up)

Sales leadership has never been easy. I once heard a senior vice president of sales refer to the job as carrying “a carrot and a baseball bat because a stick isn’t enough.” Of course this is a bit dramatic, but motivation was a large part of the job. Push and praise were the key roles of a sales leader for a very long time, but the game has changed in the new era of sales.

Two Leadership Equations That Deliver Growth

Growth is something we must nurture and generate, not just passively wait for it to show up (though sometimes it does). We must make it happen, and be in a position to capitalize on it when our entry point comes.

Underperformance and How To Fix It

Saying there’s an underperformance problem in sales is a bit like saying there’s a salinity issue with the ocean. Sales wouldn’t be sales if there were no hitches in executing your message, maintaining good habits or moving your opportunities ahead.

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