Style Matters The first televised presidential debate between John F. Kennedy and Richard M. Nixon in 1960 revealed an important insight into the criticality of non-verbal communication. People who watched the debate on television thought Kennedy won the debate decisively. People who heard the debate on the radio, by contrast, thought Nixon won—by an even wider margin. In all acts of persuasion, style trumps substance. … Read more
Ability Matters In 2010, Washington Redskins’ two-time All-Pro defensive linebacker Albert Haynesworth was suspended without pay because according to head coach Mike Shanahan he would simply not cooperate with the team’s coaching staff. The crux of the problem was that the Redskins switched from a 4-3 defense (within which Haynesworth had excelled for his entire career), to a 3-4 defense (within which he felt … Read more
Activity: A Recipe for Success Activity Matters Activity is really just about how a person spends time. A recipe for optimizing sales activity is: Set a clear goal – For example $1M in revenue in the next 90 days. Identify the four top high payoff activities required to achieve the goal. Examples include, prospecting calls that lead to discovery meetings that lead to Mutual Action … Read more
How Your Beliefs Impact Sales Success Beliefs Matter Most of us are familiar with the old saying: “I’ll believe it when I see it.” Most of us have probably said it ourselves. And meant it. Unfortunately, it isn’t mostly true. It may actually be more accurate to say, “I’ll see it when I believe it.” What we believe matters. The fact is that in the … Read more
Is Morale Coachable? Morale Matters Any connoisseur of great sports movies (and anyone with a pulse who saw the movie Miracle about the gold medal men’s hockey game between the USA and the USSR in the 1980 Winter Olympics at Lake Placid) knows for sure that morale matters. In the movie, coach Herb Brooks (played by Kurt Russell) delivers perhaps the greatest pregame locker room … Read more
The Software Sales Star Coaching Model The Key to Maximizing Sales Performance Management for Software and SaaS Sales Teams Someone once told me that that only a few professions require constant motivation. Athletes and salespeople fall into this category. Leading a sales team is not very different from coaching a football team. People tell me they got into sales because: “I’m a people person. I … Read more
Leading salespeople can be like herding cats. Great salespeople have very strong and independent natures. I’d like to count myself in that number.
I’ve learned that the key to leading effective sales team meetings is knowing how to motivate your audience. This is where the Sales Star Coach Model comes in.