15 Virtual Sales Tips for Field Sales Leaders
Once a quarter we host an invite-only Executive Open Bar for our Friends at Factor 8. It’s a safe place to connect, share, help, and learn. This quarter’s topic was […]
5 Quick Tips for New Sales Managers
My first year in sales management was rough. I try hard to celebrate that sweet, young thing instead of cringe, but it’s hard some days. I remember some doozy mistakes: […]
How to Close More Deals
Don’t like closing? You’re not alone. If you feel like you’re being too pushy when you close, here’s a whole new way to think about it. In fact, two. Listen, […]
Join Factor 8: We’re Hiring a Remote Sales Coach/Trainer!
Ever wish you could spend more time on the best parts of your job and less with the rest? If you’re ready to ditch the reporting, the emails, the pipeline, […]
How to Get Your Field Reps Selling Virtually
Excuse me, BUT SHOULDN’T THIS BE OVER BY NOW?! Nine, six, and three months ago no fewer than 10 field sales VP’s told me they and their teams were “waiting […]
Tips for Mastering Call Coaching
Call coaching is literally THE hardest new skill for sales managers. Yes, it’s a new skill even if you’re not a new manager. Why? Because as a seller – hell, […]
Join Factor 8: We’re Hiring a Remote Account Executive!
If you’re ready to take a giant leap in your career – and you’re willing to work hard for it – you may have found your place. Factor 8 / […]
How to Make Negotiation Your Super Power
Wow! What a great webinar on “Making Negotiation Your Super Power!” This was near and dear to my heart as honestly, I don’t feel very confident in my negotiation abilities. […]
Why You Should Use Video During Sales Meetings
Last month, I shared a panel at ExecVision’s Momentum with Bob Perkins, Morgan Ingram, Shay Keeler, and Dan Breault where we talked about the move to virtual selling. It was […]
Tips for Managing a Remote Sales Team
Sales Management is a tough gig. Virtual sales management is tougher. Like our sales teams struggle to sell “with an arm and leg tied behind their back” with the exclusion […]
Join #GirlsClub Gen 3: A Program for Rising Female Sales Leaders
Get to know #GirlsClub (Yup, For Guys Too!) If you’ve seen me speak in the past two years, you’ve probably caught the addition of a new company to the Factor […]
What Skills Do Your Sales Reps Need to Keep Deals Moving?
We’re all thrilled that the world is opening more and more and business is getting back to normal. The vast majority of sellers and leaders I talk to say the […]
Why Your Customer Care Agents Should Be Upselling
Sometimes an upsell is obvious. The kid at the movie theater register (MAN, I miss the movies) has obviously been scripted to say, “How about some Red Vines or nachos […]
How Leaders are Pivoting their Sales Strategy
Each month I have the privilege of facilitating a by-invitation-only Executive Open Bar peer discussion. We pick a topic, share what’s working, give advice, and basically help our fellow Sales […]
Transitioning Your Team from Field Sales to Virtual Sales – Interview with Premier Safety
2020 has thrown a curve ball at many sales teams, but field sales teams have arguably made the most drastic changes due to the fact that most reps can no […]