How to Coach Your Sales Team with Empathy without Losing Your Edge (Ask Jeb)
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a
The sales player-coach — carrying a personal quota while also helping build and lead a team — is one of the hardest roles in sales,
Key Takeaways When people leave training, why don’t they all perform at the same level? Training and coaching occupy different positions in the development process.
You just promoted your top performer to your newest sales leader. They crushed quota six quarters in a row. Closes deals in their sleep. Customers
I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn’t the
A book of business that isn’t growing is dying. When your team drifts into “farmer mode” and stops hunting new logos, it’s on leadership to
“You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of
Here’s the scenario that’s playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum
To a sales leader, it’s a familiar story.Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling.Month two:
This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict:
Here’s a question that’ll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18