Why Sales Leaders Need a Modern Sales Methodology
More sales organizations use a legacy approach than a modern sales methodology. Some of these sales managers may not be interested enough in studying the various ways to approach the sales conversation. As a sales leader, you need a modern sales methodology that teaches clients why they need to change and how they can make key decisions for their business. We are now in the third decade of the 21st century. We have electric cars, supercomputers that fit in our pockets, artificial intelligence, and business models like those used by Uber, DoorDash, Airbnb, and Netflix. Almost everything we once knew has been reimagined. We live in an AC/DC environment, one of accelerating, constant, disruptive change. Given this reality, it’s surprising how many of our peers are still selling with an approach that’s nearly 60 years old, from an era when people watched black-and-white television. Read More
The Future of AI in Sales: Why Human Relationships Will Triumph Over Artificial Intelligence
In a rapidly evolving sales landscape, the question remains: Will AI replace human relationships, or will human interaction continue to dominate? We are racing toward a critical decision about technology and human interaction, one that could create a divide between technologists and those who prefer human engagement. It has been said that GPT was released to acclimate us to artificial intelligence. Read More
Management Insights: The Art of Leading a Winning Sales Team
In the bustling world of media ad sales, a veteran General Sales Manager (GSM) is akin to a seasoned captain steering a ship through ever-changing waters. As digital waves crash and consumer winds shift, how can you, the experienced captain, lead your crew to success? Let’s dive into a story that illustrates the journey and uncover strategies to enhance your team’s performance and boost sales. Read More
5 Questions Every Leader Should Consistently Ask Themselves
As an executive leadership coach, I’ve had the privilege of working with leaders from various backgrounds and industries. One thing I’ve consistently observed is that exceptional leaders share a common practice – they regularly ask themselves thought-provoking questions. These questions serve as a compass, guiding them through the complexities of leadership. Read More
This is How Your Mindset is Affecting Your Leadership
As an executive leadership coach, I’ve witnessed the profound impact of mindset on leadership. Your mindset, whether it’s a growth mindset or a fixed mindset, plays a pivotal role in determining your effectiveness as a leader. In this blog post, we’ll explore the concept of mindset, its influence on leadership, and how you can harness the power of a growth mindset to enhance your leadership capabilities. Read More
Brilliant Leaders Know: You Don’t Have to Have All the Answers
Brilliant leaders recognize that having all the answers isn’t the key to success. Instead, they use inquiry and collaboration to discover insights and create effective solutions. Acknowledging their limitations and seeking others’ input, they nurture an atmosphere of growth, curiosity, and joint problem-solving. Read More
4 Ways Sales Managers Can Empower Sellers with Confidence
We all know how important it is to prospect consistently and to do the work before you present so you are well-prepared every time you see a potential client. The business of sales is largely about being connective, highly relational, and consistently appearing helpful to potential clients until they think of you as “in their inner circle.” Read More
7 Questions Every Leader Needs to Ask Their Direct Reports
It’s crucial for every successful leader to understand the motivations and drivers of their direct reports. The best leaders take the time to regularly check in with their team members and ask the right questions to gain valuable insights into how to support and motivate them. Read More
4 Ways to Create a More Collaborative Culture
Whether it’s criticism, embarrassment or unresolved conflict, anything threatening credibility, self-worth or identity can trigger defensiveness. High-level leaders aren’t immune to wanting to shield themselves from vulnerability. The first form of self-protection is defensiveness. Rather than protecting the leader, defensiveness has the opposite effect: exposing insecurities and making the leader seem arrogant or unapproachable. Here are four ways leaders can stop being defensive and create a more collaborative culture. Read More
How Authenticity Can Help Businesses Avoid the ‘Toxic Workplace’ Trend
It’s probably an understatement to say that so many aspects of the workplace have changed in the past few years. We’ve seen the ‘expectations pendulum’ dramatically swing – in everything from employees’ relationship to the workplace, to how they think about their wellbeing, and even more fundamentally than this, how work and life actually intersect. Read More
The Only 6 Reasons a Sales Manager Should be Attending Sales Calls with Their Team
Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine. Read More
Getting Past ‘We’ve Always Done It This Way’
(By Pat Bryson) I was on a market visit with one of my stations a few weeks ago. We were discussing how to sell a sports team whose games we carry. Traditional sponsorship offered the choice of day games or night games. Take your pick or buy both. There are many more night games than day games. Which one would you buy? Read More
A Sales Managers’ Role in Discovery Meetings
Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. The key to an effective discovery meeting lies in the ability to ask thoughtful questions, actively listen, and establish genuine rapport. Read More
The Next Generation is Watching You Lead. Here’s What They’re Learning
A recent discussion with a group of late millennial professionals led to some important insights about what the next generation wants to learn from their current leaders and what workplace experience they’re seeking. The group was remarkable in that they were all born in 1996, the last year of the millennial generation and have had life experiences that span major hallmarks of their generation and those of Gen Z. Read More
Sagacious Leaders Free Up Other’s Wisdom — For Free
Out of the mouths of babes. It’s an expression used when someone young or inexperienced says something surprising for its wisdom. Wisdom like this, the idiom implies, is usually the stuff of those who’ve been around a long time, weathered the storms, climbed the hills and hierarchies. “Leader” is the word we often use to describe them. Age and seniority can be helpful, yet these have far less to do with actual wisdom and impact than two more potent and often overlooked factors: exposure and asking questions. Read More