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31

Dec

If you want to talk to the CEO, you better have something important to say.

31

Dec

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this fourth of a series of excerpts Ben is continues to discuss how sales coaches identify gaps in seller behavior as the root cause for a sales rep's failure to meet sales goals and targets.

31

Dec

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this third of a series of excerpts Ben is discussing identifying gaps in seller behavior as the root cause for a sales rep's failure to meet sales goals and targets.

31

Dec

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this second of a series of excerpts Ben is discussing formulas to set goals that drive numbers and accurately forecast sales.

31

Dec

You've most likely seen the Mayhem GPS commercial. "I'm your GPS. Turn right up ahead. You never update me. So now, I just have to wing it. I meant, turn left up ahead. Recalculating. TURN RIGHT NOW!" followed by a colossal wreck involving multiple vehicles.

31

Dec

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this first of a series of excerpts Ben is discussing setting goals to drive numbers.

"So you or your managers meet with your folks before a new sales year begins. When it comes to a discussion of numbers, what do you guys talk about?"

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31

Dec

"Practice, we talkin' about practice here..."

That was Iverson's now infamous response in 2002 to a reporter's question concerning his level of effort during practice. To many, Mr. Iverson's response is one of the most entertaining few minutes in NBA interview history.

Important Lesson

31

Dec

One simple question that can change your sales performance.

Cathy was presented with a great lead from a networking partner. She called the decision-maker and got through without hitting his voice mail! She was excited to find he was anxious to see her, and arranged for an introductory meeting the very next day.

31

Dec

On a recent flight, I found myself annoyed at all of the pre flight safety announcements. I simply wished that this continuous droning being blasted from the speaker over my head would cease so I could concentrate on my book. As I began to look around at the other passengers, I realized that I wasn't alone; very few people were paying attention.

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31

Dec

For too long the sales profession has viewed learning as an event. We conduct sales training workshops to help people handle objections more effectively. We deliver a training class on the latest product release. We serve up a lunch, and learn to update our team on one of our competitors. All the while ignoring fundamental principles concerning learning and the impact continuous improvement can have on sales performance.

The Learning Sales Organization