Start with Why! Emotional Selling & the Philosophy & Mechanics Behind It

Start with why. If you haven’t watched Simon Sinek’s TED Talk or read his book Start with Why: How Great Leaders Inspire Everyone to Take Action, the above sentence might not mean very much. But boy, does it have meaning! Here… catch up quickly. Start with Why: How Great Leaders Inspire Action Does start with [...]

By | 2016-11-29T15:42:30+00:00 December 1st, 2016|Sales Leaders, Sales Success|2 Comments

12 Signs Your Sales Training Program Is Failing – and How to Avoid It

Have you ever implemented a sales training program and been disappointed with the results? Maybe it looked something like this: Symptoms of a Failing Sales Training Program The purpose of the sales training program is unclear, either to management or to participants (or both). Some or all of the salespeople don’t believe they need sales [...]

By | 2016-10-04T11:51:09+00:00 October 4th, 2016|Sales Leaders|2 Comments

Crushing CRM: 7 Habits of Scalable Sales Teams

Sales teams and CRM. If I were to make this into an SAT game, it would look something like… Sales teams are to CRM as kids are to making their beds. Okay, okay, I know. The SAT doesn’t use analogy questions anymore (lucky kids these days). But the analogy isn’t far from the truth. Most [...]

By | 2016-10-17T16:47:26+00:00 September 22nd, 2016|Sales Leaders|0 Comments

What Even the Best Sales Training Programs Can’t Do For You

A Google search for best sales training programs won’t lead you to a magical group of sales fairies that will turn your team into high-performing, perfectly efficient sales professionals. It will, however, lead you to a group of professionals passionate about helping others grow and learn to be the best versions of themselves every day. [...]

By | 2016-10-17T16:47:34+00:00 September 6th, 2016|Sales Leaders|0 Comments

Sales Email Best Practices: 9 Do’s & Don’ts to Crush the Email Game

Think your sales email is the only one that your prospect got today? Think again! Chances are your prospect already received a sales email or two today asking for “time to speak” or “time to connect.” If they don’t know you, and sometimes even if they do know you, there really isn’t much incentive for [...]

By | 2016-10-17T16:47:35+00:00 September 1st, 2016|Sales Success|3 Comments

Change Management: How Building a Sales Playbook Can Fail

When I’m speaking with prospective clients, one of the best questions they can ask me is “What would cause this program to fail?” It shows me that they’re invested in making things work and really thinking about how to implement our sales growth program. I typically respond with some specific things we’ve noticed as the [...]

By | 2016-10-17T16:47:37+00:00 August 30th, 2016|Sales Leaders|0 Comments

Why Traditional Training Models Need to Change

Traditional training models are broken. That’s right: broken. And it’s about time for a complete overhaul. To put this in context, I’ll be referring quite a bit to what we here at CFS refer to as a paradigm shift. What is a paradigm? In technical terms it’s defined as “a typical example or pattern of [...]

By | 2016-10-17T16:48:02+00:00 June 30th, 2016|Sales Success|0 Comments

Giving a Presentation that Rocks: 5 Building Blocks for Success

When it comes to giving a presentation, especially a sales presentation, prep and planning is pretty important. I mean sure, you could be one of those types that is great at giving a presentation on the fly—but chances are, you wouldn’t have clicked on this article if you weren’t just the slightest bit curious about [...]

By | 2016-10-17T16:48:03+00:00 June 28th, 2016|Sales Success|2 Comments