Lisa McLeod and Elizabeth McLeod

Posts by Lisa McLeod and Elizabeth McLeod

  • What you should do right before you make any sales call.

    What You Should Do in the 10 Seconds Before Any Sales Call

    March 31, 2017

    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...

  • We all lose sales from time to time. The key is learning from it.

    Your Rep Just Lost a Deal. Here’s What You Should Do Next.

    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....

  • When people quit and stay, aka check out of their jobs, it ruins the morale of the rest of your team.

    How to Stop Your Employees From Quitting – But Staying

    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...

  • These are easy ways to have millennials stay at your company longer and care more.

    4 Easy Ways to Improve Millennial Retention

    February 17, 2017

    They’ve been called the job-hopping generation, the commitment-phobes and generation cry. The stereotype isn’t entirely unfounded....

  • Moves like chasing unicorns will destroy your sales pipeline.

    The Common Mistakes That Sabotage Your Sales Pipeline

    February 3, 2017

    Managing a robust pipeline is challenging; training individual salespeople to manage their pipeline is even harder. In a world of...

  • You should ask these three questions in your exit interviews to get truly meaningful feedback.

    3 Questions You Should Ask in Your Exit Interviews

    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...