Blogs

   
By: Bill Rust
Mon, June 4th 2012

Many sales managers have assumed their current role after being a top performer in sales and receiving a “battlefield promotion.” In other words, they are chosen for the role mainly due to their sales ability, not because they have gone through management training or demonstrated leadership abilities in other areas. Some find that they are able to thrive in their new leadership role. Many find it difficult to develop new skill sets and struggle with their n […]

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Tags:
sales management   sales coaching   S3   Leadership   coaching    
Categories:
Leadership/Coaching   Fill    
By: Mahan Khalsa
Thu, March 22nd 2012

Have you ever heard the phrase that (fill in the blank) is a "natural born salesperson?" What does that even mean?If we buy into the idea that some people have "got it" and other's don't, then if you "have it" you're going to be great if you don't then you're not. There's no such thing as a natural born salesperson. So what makes a salesperson great?What about intelligence? There's zero correlation to intelligence and w […]

By: Damien Moroney
Thu, August 11th 2011

Recently, there has been a lively discussion on one of the sales groups I belong to on LinkedIn. The question posted: "What do you think are the three top things sales managers have to do today to ensure their sales teams are successful?"By the end of this blog post, you should be in a position to know how to identify your key priority items using the Ninety Five 5 approach.So, what should a sales leader do? Many of us believe – from experience – what advi […]

By: Damien Moroney
Thu, July 14th 2011

The sales stages. As leaders you and your teams live and breathe it every day. But think for a moment, if you will, on how you would define them. Imagine it as a dictionary definition -- or perhaps more appropriately, a Wikipedia explanation -- that you had to create. The End in Mind for this post is to enable you as sales leaders to determine whether what you’ve set out to accomplish in the different stages of your sales process is valuable -- or perhaps it needs another loo […]

By: Dennis Susa
Tue, June 21st 2011

When asked what separates the average sales professional from a great one, many managers almost always draw from a list of personal attributes (trustworthy, tenacious, resilient, superior work ethic, organized, intelligent, etc.) in an attempt to capture the defining elements of those that consistently overachieve.However, these attributes often underpin success in many careers – not just sales.  And while I admit to being hopelessly addicted to life-affirming Swami […]

By: Tom Diederich
Wed, April 20th 2011

My "Take 5" series of blog interviews are all about getting to know the good folks here at Ninety Five 5. Meet sales guide Craig McQueen. The questions below are meant to be taken lightly but by all means add to the questions because they certainly don't end here. Tom: What is one of your career highlights that you'll look back on fondly one day?Craig: Well joining NF5 of course. Really. Prior to that I am most proud of successfully helping grow an IT se […]

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Tags:
sales coaching   ninety five 5    
Categories:
Open Mic    
By: Joe Thomas
Wed, April 13th 2011

My father made me aware of sales (although I don't think he labeled it) at a young age. He also made me a student. To this day, I'm constantly watching how people communicate and, if I can, I try and learn from their successes and failures.This week's blog (and vlog) is a lesson I learned from my Rain Gutter Guy.  He's a master. Give me at least 60 seconds in the video below and I think the story will hold your attention for the remaining time. Thanks for […]

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Tags:
sales coaching    
Categories:
Flow   Win    
By: Tom Diederich
Thu, April 7th 2011

Here's the latest in my continuing series featuring Ninety Five 5 team members. The interviews consist of light questions for the most part, and are meant to be fun -- but also allow readers to get to know the good folks here at Ninety Five 5. Meet sales guide Chris Doggett! Tom: Hi Chris, what are one or two career highlights you’d like to share?Chris: I have spent my entire career in sales or sales leadership. I suppose one of my proudest moments was at the age of 3 […]

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Tags:
ninety five 5   sales coaching   Chris Doggett    
Categories:
Open Mic