Do You Manage a Salesperson You Dislike?

In every sales environment I’ve worked in, there were always reps who complained about and disliked the sales manager. Some reps even quit their job and went on to sell elsewhere just to escape working for that manager. Heck, in a couple of my jobs, I’ve been that...

A Conversation About Perceived Value

I don’t know who to credit for this piece, as it recently appeared in one of my social media feeds. It was simply labeled with: “Sharing this to support all my friends, family and clients who are Entrepreneurs, Business Owners and Tradesman.” Since I often write and...

Are You Earning Customer Loyalty?

Ten years ago I (Doug) left the corporate world at age 62 and hung out a shingle for my fledgling sales coaching practice. About that same time I was at a coffee shop with a friend when the conversation gravitated to business. He updated me on his recent solopreneur...

Escape Voicemail Jail

Salespeople often ask me whether or not they should even leave prospect voicemails in today’s world since they rarely get a callback. My response is yes, as long as the voicemails create interest and are very brief. If you’re leaving ‘touching base’ or ‘checking in’...

Sharing Yarns Improves Sales Results

I guess I should start by stating that if you didn’t grow up in the South you are probably squinting and holding your head to one side while saying; “what the heck is a yarn?”…So let’s start right there. YARN: a story that is adventurous or humorous or both, and...