(4 minutes read) One of the best ways to test a salesperson’s attitude, is to ask questions about the competition. Most of the salespeople feel uncomfortable when it comes to talk about the competitors. For salespeople, it is like a litmus test. In real life, competitors reveal our weaknesses. Therefore, whenever the topic popsContinue reading “Talking about your competitors”
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Intentional learners: who are they?
(3 minutes read) We mostly consider learning as a structural and methodological process. It begins with our first experience at school and continues lifelong; from piano courses to football practices… When we start working, we have institutional academies, master’s programs, or certificate programs. They are an important part of our learning experience. They are designedContinue reading “Intentional learners: who are they?”
5 Traps of a (sales) leader
(3 minutes read) Last week, we focused on different behavior patterns of leaders when they fail to deploy their strategy. Although the list is not exhaustive, I think it covers most of the cases. This week we are going through the leadership traps. According to Dost Can Deniz (https://marefidelis.com/), there are five mistakes that aContinue reading “5 Traps of a (sales) leader”
Leaders of failing (sales) strategies
(3 minutes read) How many times have you heard a leader in business or sports, complaining that the team failed to implement the strategy as it was initially planned? Or saying that the team did not fully understand the strategy…or even worse; they understood but sabotaged it. Once I worked with a leader who wasContinue reading “Leaders of failing (sales) strategies”
Being your customer’s decision coach
5 minutes read According to LinkedIn’s 2020 State of Sales Report, only 14% of sellers (out of 2 million surveyed) are considered good at active listening. There is no surprise that the same report also showed that only 40% of decision-makers describe the sales profession as trustworthy. Right, why would you trust somebody who doesContinue reading “Being your customer’s decision coach”
Becoming an Intrapreneur
(3 minutes read) Intrapreneurship… is it a midway step for corporate people dreaming to become an entrepreneur or it is mostly considered as an important and function for companies? Maybe it is just a fancy name for corporate people who do not have enough courage to start their own business. For me, it is aContinue reading “Becoming an Intrapreneur”
How to be authentic as a salesperson?
(3 minutes read)“But for all those techniques to work, you need to be authentic…”In almost every sales training there is a moment where we hear this statement and then, they explain to you how to be authentic. It is hilarious to give instructions to a person to teach him or her how to be authentic.Continue reading “How to be authentic as a salesperson?”
Learning for Performance 