The Mindsets to Build Trust Faster

Trust is the most essential currency in business. When we have trust, things get done. Trust is often created and strengthened over time. Unfortunately, time is not our friend. How can we accelerate the trust-building process? Here’s an approach that might help build trust with clients and prospects at the speed of business. Assume your READ MORE

Insights gained from a New Seller

Insights I Gained From a New Seller! by Chris Donato Over the past two weeks I’ve been checking in with our newly hired sales reps, doing year-end-review conversations. Today I spoke with JaLisa—we hired her straight from college. It’s not only JaLisa’s first sales role. It’s her first professional job altogether. Having 20+ years of professional READ MORE

5 Reasons Sales People Fail

How often do you get it right when hiring a new sales professional? I’ve been thinking about this a lot lately as the company I’m working with has been hiring sales people. In talking with friends throughout the industry—several of whom run some of the largest sales organizations as well as some fast-growing startups—the best READ MORE

Sales Profession, We have a Problem

I have stumbled upon a staggering observation. In talking with sales people from various companies across all different industries, I estimate that 70–80% of sales people fail to meet their sales targets in year one. Is this happening in your organization? This dynamic leads to a whirlwind of employee turnover and lost value for everyone. READ MORE