One of the clichés we throw around a lot in sales is “don’t make promises you can’t keep.” It’s important to remember, though, there’s also a team behind those promises. In this three-part series on Sales Leadership, I talk about the Three Pillars of Sales Leadership at Ignite. Part two: Don’t make promises your team can’t keep. “Set expectations that your team can live up [...]
When it comes to sales, there’s a difference between everyday salespeople and what I would call “Sales Professionals.” As a professional, my philosophy is that I’m not selling something to a customer: they're buying something. I want to help them navigate that process — not by pressuring them — but by learning their business [...]
2020 is not a year most of us want to remember or dwell on, but there’s no question it was an interesting one. For me, it wasn’t fear of the virus or stress about the business that kept me up at night. The hardest part was the impact on our people. Building a strong, [...]
