Finding the flow in sales

Finding the flow in sales

When you see a great salesperson in action, it can seem like sales is easy. When it’s done right, great selling looks a lot like a simple conversation. The salesperson and the prospect do nothing more than engage in a conversation that leads to an agreement like it...
What is authenticity in sales?

What is authenticity in sales?

  Like so many words used in sales related content, there is a lot of talk about the importance of authenticity – but rarely is it explained or illustrated. I don’t pretend to be any kind of an authenticity expert, but having seen the word used so often, I...
Why you need a sales coach

Why you need a sales coach

  I had two sales coaching sessions with new coaching clients back-to-back the other day. At the end of the second, my client articulated something that I had known for years, and practiced for longer than that – but he said it so clearly – about why...