Contributor to Top Sales Magazine
I am so excited to be a contributor to Top Sales Magazine! This e-Magazine is full of advice from leading experts in the area of sales leadership. These experts work with sales leaders every day to help them build winning teams, create successful and scalable processes, and exceed revenue targets consistently.
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Top Sales Magazine: November 2021
My Son says I'm a dream killer. I prefer realist.
Which is exactly why I respond, “That’s great, but what are you doing to backfill your pipeline?” when reps boast of the deals, they “just know” they’re going to close this quarter. Because realistically I know that the end of the quarter push to close deals, when not balanced with funnelfilling activities, leads to starting Q1 way behind the 8 ball.
Top Sales Magazine: September 2021
T-minus 23 days and counting until Q4. Depending on your sales cycle, your rep’s current pipelines could determine the success or failure of their final quarter of the year.
Top Sales Magazine: June 2021
I love a good competition. For 13 years, I fed my competitive spirit playing racquetball. I got pretty good at the game, playing at the open level, and even winning a few bucks. Then after 13 years, I wanted a new challenge, so I decided I’d try tennis. I've always excelled at eye-hand coordination sports, so tennis seemed like a good choice.
Top Sales Magazine: February 2021
Sixteen years ago, I sat in my office, door closed, stomach in knots. It wasn't even 9:30 in the morning and I’d just fired my top three sales reps, one by one, as they came in for the day.