https://youtu.be/I8muw0dT2ss Tanner Cookson went from SDR manager to Director of Sales during a whirlwind of company mergers. In this episode, he breaks down how he unified sales cultures, rebuilt process from scratch, and learned to lead without micromanaging. If you’re a sales leader navigating change, culture, or chaos — this is a masterclass in doing […]
Rebuilding Sales Culture from Scratch: The Tanner Cookson Way Read More »
I get it; you probably think you don’t need a sales process. Maybe you don’t; I certainly didn’t for a very long time. But I’ve since come to realize that A) it will probably make your life/career a lot easier, and B) the best sales method shouldn’t feel like a tactic or method at all.
If you Google how to have more effective sales conversations, you’ll find endless lists of tactics, scripts, and persuasion tricks. Some of them can work with the right technique and context. But many of them feel pushy or manipulative. And if you’re a founder, you probably don’t want to sound like a salesperson anyway. The
The Trait Founders Need for More Effective Sales Conversations Lead With Skepticism! Read More »
If you’re a founder, you’re likely playing the role of salesperson by default, not by choice. You care about your product and believe in the work. But sales might feel uncomfortable, unfamiliar, or even inauthentic. However, knowing how to be the best salesperson will help you successfully grow your business. Here’s the good news: you
If you Google what the characteristics of successful salespeople are, empathy is typically high on every list. It’s the ‘E’ in SHERPA for a reason. Unfortunately, few people actually experience empathy from the salespeople they deal with. Why does this dichotomy exist? If salespeople know they should be empathetic, why don’t we sense that from
There may be a lot of debate about what makes a sales rep successful, but I believe it comes down to six traits everybody can gain or improve. I call these traits SHERPA. SHERPA is a sort of sales approach without really being one. It’s more about communication and mindset than the “sell, sell,
Learning how to do anything in life takes plenty of practice. Yes, that includes learning how to be a successful sales rep. It doesn’t happen overnight. The problem is that most salespeople aren’t given the space or time to practice. Most aren’t even given a suggestion to find it themselves. That’s why having a dedicated
If you’ve been reading my blogs for a while, you’ve probably seen the ones talking about what I believe to be the various essential traits of a successful salesperson. I came up with an acronym that lists these traits and embodies what a salesperson does. They use their knowledge and experience to lead people in
Every business owner, entrepreneur, and salesperson I talk to is always looking for more leads. I get it; if you want to make more money, you need more people to talk to. But sadly, most businesses don’t actually need more leads. They need better sales processes. Here’s the thing; most businesses wouldn’t see any
If you’re a founder still having your own sales conversations, I don’t have to tell you you’re wearing a lot of hats. There’s nothing wrong with it; I’m in the same boat—by choice, no less. But it’s something I would not have been able to do without taking a DiSC Personality Assessment first. You’re pitching
How the DiSC Personality Assessment Helps Founders (and Everybody Else!) Read More »
