On this podcast, Jeb Blount, Founder and CEO of Sales Gravy, discusses his bestselling book Fanatical Prospecting with Gina Lynch. Gina and Jeb focus on what start-up founders and entrepreneurs must do to accelerate sales by building an elite sales…
The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have never been taught how to properly exercise authority and command respect as leaders. Sales management has always been a balancing…
Great managers lead by example. They start off each day by making sure everybody is ready to do business. They start with a daily meeting making sure that they have a positive attitude, set and focus on goals, and make…
Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer. Being a leader and having vision and communicating emotional is a Critical Success Factor in Sales Leadership. During the balance of the…
First of all, I don’t enjoy gambling; and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race, I tend to look at the color of the Jockey’s silks…
Be a true leader and use these 13 rules to ensure your business not only survives, but thrives, in any economy! Adversity is just a road to success - you have to learn from your mistakes and adjust your management…
So, what is the front line sales manager’s job? Simply stated, it’s maximizing the performance of each person on their team. The only way sales managers achieve their goals and make their numbers is by getting things done through their…
In the chaos of daily priorities managers often forget their most important responsibility: Developing their people. Overlooking this core leadership imperative sub-optimizes the performance of their team. A manager’s primary job is to develop the abilities of others to perform…
There are few opportunities in life to accurately predict the future, but paying attention to leading indicators now is an opportunity not only to predict, but to change the future course of your sales. Too often when looking at a…
Developing a deep knowledge of your sales landscape helps you sell more in less time. English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know a landscape well. His ill-fated fourth…
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground Hog Days Does anyone remember the…
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the people you choose. At first glance,…