What do you do in the 10 seconds before a big sales call? Review your deck? Think about how much you want it to close? Make sure your hands aren’t sweaty? The 10 seconds before a sales call is one of the most critical moments in the entire sales process. It’s your window of opportunity to choose your mental talk track. Your headspace, the conversation you have...
Posts by Lisa McLeod and Elizabeth McLeod
Lisa McLeod and Elizabeth McLeod March 17, 2017
You knew the deal was going south before the call even ended. You watched your rep flounder; you saw the customer’s mental eye roll as your rep rambled on and on. Your rep didn’t ask the right questions, they didn’t sell on value, and the customer remained disengaged. Your rep is embarrassed and frustrated; you’re disappointed, and maybe even a little bit angry....
Lisa McLeod and Elizabeth McLeod March 3, 2017
You know who they are. They’re the people just phoning it in. They show up for work with their bodies, but they leave their brains, and their hearts at home. We call it the “quit and stay” syndrome. Unlike an employee who actually resigns, this group slowly, but surely, puts forth less and less effort, yet they stay on the payroll. The data tells us, if you’re...
Lisa McLeod and Elizabeth McLeod February 3, 2017
Managing a robust pipeline is challenging; training individual salespeople to manage their pipeline is even harder. In a world of...
Lisa McLeod and Elizabeth McLeod January 20, 2017
There it is, the resignation letter. You’ve spent time hiring, training, and getting this employee up to speed, and now they’re...