Tag: calvert

The Language of Leadership

When we choose words carefully, we are viewed as being in command, powerful, as we describe the world around us. Leaders go one step further. They use the language of leadership. 

3 Types of Questions That Transform Leads to Sales

DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes

Needs Assessment and Qualification Are Not The Same Thing

Discovery, also known as needs assessment or needs analysis, is meant to be about the buyer’s primary needs. By contrast, qualifying questions are about the buyer’s needs for you and your product, plus their ability to buy at this time. 

Showcase Value in All Your Sales Process Stages

Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.

Are Your Managers the Top Deterrent to Employee Engagement?

If people are leaving your company for one of your competitors, they haven’t felt engaged at your organization. Here’s what you can do to improve the situation.

A Transparent Leadership Philosophy Makes You Consistent, Credible

Do you have a leadership philosophy? You might need one if you plan to lead with consistency and credibility.

Seven Tips for Establishing the Boundary Between Boss and Buddy

What is the appropriate boundary between being a boss and being a buddy? Use these seven tips to keep yourself on the right track.

Leadership Humility: Are You Strong Enough?

Many mistakenly believe that being humble is a sign of weakness. We associate the word, “humility,” with other words that are unfair attachments to the true meaning of humility.

Crafting a Leadership Philosophy to Amp Up Your Effectiveness

It was a great opportunity, double the salary I’d been earning and THE company everyone wanted to work for in 2006. I said “no” to the offer and started my own business instead. The offer, incredible as it was, didn’t fit the commitments I’d made in my personal life. Raising a special needs child, I’d

7 Times When Less Is More in Selling

In selling, there are times when a minimalist approach is needed. Minimalism is a term used in art to describe the bare essence of a subject. To express something in minimalist form, the artist eliminates all non-essential elements.

Praise the Buyer to Break the Sales Rep Mold

In a recent blog post for People First Productivity Solutions, Deb Calvert encourages reps to “obliterate” industry stereotypes. “You aren’t bound by sales stereotypes,” she points out. “You can choose different behaviors.”

How to Align Your Strategy with What B2B Buyers Want

B2B sellers are mostly missing the mark because they rely too heavily on tired sales techniques.

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