never-apologize-for-selling-or-being-a-sales-professional 
Partners in Excellence
SEPTEMBER 18, 2014
We don’t want to be called sales professionals, but rather relationship managers, account managers, customer service managers (as opposed to real customer service people), business development managers, partners, and the list of creative names that avoid the “S” word is really astounding.
Partners in Excellence
MAY 12, 2023
It caused me to reflect, am I being too negative? In many of my private conversations, and perhaps some public, I am vocal about what seems too often to be a commitment to mediocrity rather than excellence. While very critical, I don’t mean them to be negative. Recently, I wrote a scathing post on leadership and layoffs.
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Sales Hacker
MARCH 7, 2022
Sales is not an easy topic for academics to teach. He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary.
Cerebral Selling
DECEMBER 2, 2022
When I was a VP at Salesforce, one of my sales managers came to me with a disturbing problem. He told me he got a voicemail from a customer saying that he didn’t want to work with the female sales rep responsible for his account and requested that we assign a man to help him. Be Mindful That YOU Set The Tone. We pull together.”.
Jeff Shore
APRIL 17, 2018
As a sales coach, consultant and trainer, much of what clients pay me for or expect of me is to teach their sales teams sales techniques: how to ask discovery questions, how to close buyers, how to create urgency, etc. Your technique will only ever be as strong as you mindset. Amy O’Connor . Ah, the dreaded follow-up.
Partners in Excellence
JANUARY 23, 2018
I knew it was a sales person, leveraging local presence, trying to make me think he was in my neighborhood. I’ll overlook the fact the never asked me my business, never asked my name, never even told me his name. Every time we pick up a phone and make a prospecting call, we ARE trying to sell someone something!
Partners in Excellence
FEBRUARY 5, 2015
I’ve gotten tangled up in a number of conversations about “Sales Needs To Be A Profession,” lately. To be honest, I’m relatively indifferent about the discussion about whether sales should be a profession or not. You can’t sign off on a corporation’s books unless you are a CPA.
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