Understanding the who at a deeper level over the why saves time, increases revenues, and leads to longer-term business relationships. — When you walk into a social setting, your first inclination is to read the room. Adapting your behavior is something we all do in group settings. As you look around the room to see who is present, how are they dressed? What is their demeanor? …

Adding these quotients to your sales and management practices differentiates you from the average and puts you at the head of the line. — Let’s all be grateful that sales strategies have changed dramatically. We have evolved from the past decades of hard-edged, product-focused peddling to improved processes focused on customer-first solutions. Technology, demographics, cultural evolutions, and staff diversity have opened a vast opportunity for anyone who wants to succeed in sales. …

The opportunity to change your sales results when prospecting, in discovery meetings, giving presentations, and when it’s time to close. — Successful sales careers are shaped by developing and refining skills through experience, training, and continuous self-improvement. You now have 40 opportunities to change your sales strategies and improve your team’s performance as a manager or your sales track record as an individual.

Why the importance of learning, unlearning, and relearning take on a new significance for survival in management. — In his book Powershift, Alvin Toffler explored the transformative power of information and its influence on society, economics, and power dynamics. As a renowned futurist, Toffler would undoubtedly have had a profound perspective on the recent emergence of AI technologies in business.

Finding the hidden traps in your decisions that can lead to negative results. — Malicious compliance is a term used to describe an employee following the rules and regulations set by their manager but with a passive-aggressive twist. “I Am Following the Policy.” As managers, we tend to look for signs of employees not following directions, which can create problems for the organization. …

Transitioning from a professional individual to a sales manager requires a shift in mindset, a focus on collaboration, and a willingness to let go. — On my first day as a sales manager, I recognized that the control I enjoyed as an account executive had to be relinquished to succeed. My success as an individual would be no basis for success as a manager in leading a team. Being independent and only responsible for your…

Learning these strategic pricing practices with predictive insights will enable managers to maximize revenue performance. — In the highly competitive sales world, understanding price sensitivity is crucial for managers to navigate negotiations, create compelling proposals, meet customer needs, and close the right business for optimal revenue results. Price sensitivity is influenced by various factors that shape customer perceptions and intentions. Managers can effectively overcome price objections…

Your focus as a manager is to avoid being the helicopter pilot and instead be an air traffic controller facilitating and monitoring to bring your team in for a successful landing. — Most sales managers want a balance between too much attention and insufficient direction. You can set expectations and promote sales strategies, yet the follow-through toward goals can vary widely. How do you get traction from your team and focus on selling specific assets?

One way to manage constant changes and drive revenues is by controlling the day-to-day tasks necessary to achieve our goals. — As managers, we know the pressures to generate revenues and the constant need to adapt to changes. One inevitable thing is that change is always coming, and it can be a new product to sell, recent market trends, or internal factors like staffing that need our attention. Instead of obsessing…