Gretchen Gordon

What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. I’ve observed it happen many…

2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales…

85% of salespeople have self-limiting beliefs that hurt their sales effectiveness. 85%! Huge! And one of the most common Sales…

Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to…

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders.…

Last article, I mentioned I’ve been re-reading “Good to Great” by Jim Collins. Continuing with the theme of how the…

Jim Collins’ bestselling book “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s also…

Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has…

My family and I are fortunate to live in a lovely suburb with lots of trees and plenty of green…

Face it, even before COVID-19, we were long overdue for a recession. Most “experts” predicted one would occur last year,…

As I work from my home office, I hear the buzzing of saws cutting down tree limbs on behalf of…

I cannot impress enough the importance of sales manager coaching and doing it a bunch. I have stats to back…

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t…