When Megan Williamson recently was on the hunt for a new sales role, she made sure to look at company leadership as a whole and whether or not women were prominently featured. In this video, Megan and Kraig talk about what kinds of signals it can send when [...]
Putting the needs of those you're leading ahead of your own is at the crux of the "Servant Leadership" philosophy. See how Tom has adapted the concept of Servant Leadership to sales and how it helps him enable his team. Join in our conversations online with #KraigThinkers and catch [...]
Taking a page out of Jack Welch's book, Megan Brown shares the four principles of effective leadership. Megan discusses the "four E's" in the video above. Join in our conversations online with #KraigThinkers and catch previous chats with sales thought leaders here. [...]
Megan Williamson is a tireless advocate for women in sales, but in this video she talks about how women can empower their own voice in the sales realm. Watch the quick video above hear Megan's thoughts on how women's diversity of experience benefits the sales process. Join in [...]
Tom Parbs is a former Marine. He draws an insightful comparison in how the military uses data to inform action plans, and how sales teams can do the same. Watch the quick video above hear Tom's take on the value of data. Join in our conversations online with [...]
Megan Brown has been killing it in sales for over a decade. She really takes ownership of her sales process and has a post-it note on her desk that reminds her that she's in control: "What did I do, or not do, to make it happen?" Watch the [...]
Jay Jensen and I discussed what it takes for sales teams to really achieve maturity, and we talked about core components of my Sales Maturity Model, including load balancing, content, and data integrity. In this video clip, we dive in on the fourth aspect of the SMM: coaching [...]
See the Nine Principles of The Sales Cadence methodology in action! In this video, Jay Jensen and I simulate a cold call. You'll notice several key principles in play, including LESS IS MORE. POWER RESPONDS TO POWER LOSE THE SALES STENCH IT'S ALL ABOUT THE CALENDAR Watch the [...]
Continuing our discussion of the Nine Principles of The Sales Cadence methodology, Jay Jensen and I discuss how today's sellers, especially young ones, often lack confidence to take a persuasive, authoritative tone on the phone. Their politeness and deference ultimately lead to a loss of control on the [...]
Attention spans have never been shorter! If you can't grab your prospect's attention in the first few seconds, you're done. At his recent visit to my studio, Jay Jensen and I talked about one of the key principles of The Sales Cadence methodology: LESS IS MORE. Watch the [...]
