Why the language you use for these skills decides whether you coach them Your industry has been calling the wrong things soft. Listening, curiosity, and empathy are not the nice-to-haves you coach when there is time left in the quarter. They are the walls holding up your revenue, and the word “soft” is what tells …
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Early in my career, I got written up for insubordination. My crime was leaving a voicemail, which violated a rigid 10-step script. I was a top-ten percent seller doing what worked, and the process punished me for it. That experience taught me something most playbooks get backwards: if your process cannot tell the difference between judgment and noncompliance, the process is not ready to be enforced that rigidly. …
Sales burnout is not always a time-management problem. A lot of the time, it is hyper-arousal — the always-on neurological state that happens when your work environment keeps rewarding urgency. You do not fix that with a better calendar. You fix it by naming the pattern, understanding what keeps reinforcing it, and redesigning the systems pulling you back into constant reactivity. …
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Most founders split SDR and AE roles because that is what everyone does, not because the math works. For a lot of teams, it does not. Here is the deal-size decision bar that tells you whether a handoff earns its cost, why the model spread in the first place, and what the SDR role should become instead. …
Most people believe they’re good listeners. They’re wrong. According to Accenture 96% of professionals consider themselves effective listeners. Yet research from The Workforce Institute found that 83% of employees feel they are not heard fairly or equally. That is a massive gap. The listening gap is true across many conversation dynamics but it’s especially prevalent …
READ POST from The Sales Skill Nobody Teaches (But Everyone Needs)