I recall speaking to a VP Sales of a Silicon Valley software start-up with several dozen employees. The VP expressed the personal burden of responsibility that he and his salesteam… read more →
MXL’s Michael Griego will be speaking on Effective Territory Management on May 25, 2017 @ 10:00-10:45am PT on The Sales Experts Channel. As a sales rep or sales manager, are you… read more →
By Michael Griego Beyond the day-to-day noise and hassles of any sales organization there underlies a very simple and profound dynamic: the Sales Manager’s Dilemma. You’re trying to hit a… read more →
MXL’s Michael Griego will be speaking on How Effective Sales Managers Pull It All Together on March 8, 2017 @ 10:00-10:45am PT at the Sales Summit sponsored by The Sales Experts… read more →
MXL’s Michael Griego will be speaking on Effective Executive Conversations on March 2, 2017 @ 11:00-12:00am PT on The Sales Experts Channel. Are you an effective sales communicator? Can you… read more →
By Michael Griego Along with the common misunderstanding that great salespeople are naturally born rather than nurtured, there’s a common corollary misunderstanding that great salespeople naturally become great sales managers.… read more →
By Michael Griego We used to call it “rapport building” – that application of a salesperson’s natural gift for gab at the beginning of sales calls with prospects or customers.… read more →
By Michael Griego A big issue I see over and over again, with even sophisticated sales teams, is the tendency to rush through the “discovery” phase of their selling process.… read more →
Every sales meeting is a balancing act of focused attention. Or at least it should be. Salespeople should be mindful of their focused emphasis – is it on themselves and/or… read more →
There’s a necessary meeting every week that drives both sales reps and sales managers to mixed levels of anxiety and frustration. It’s the weekly Forecast and Pipeline Review meeting. This… read more →