Stu Schlackman

Why Effective Coaching Matters!

As a leader, coaching your salespeople should be at the top of your list of responsibilities. Yet I wonder, how often do you spend time with your salespeople in coaching mode? Your coaching could take many forms: Your critique after a sales appointment. Giving advice...

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How Do Your Clients Buy?

"It's not how you sell that matters, it's how your clients and prospects buy." Successful salespeople always tune into the needs of their clients. They read body language, interpret their tone and inflection, and how they respond to the questions they ask. When they...

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What Do Sales Managers Do?

In my sales career I’ve had the privilege of leading several sales teams that had excellent performance after being an individual contributor when I started my sales career. Which do I prefer? I actually enjoyed the role of a sales account executive more than...

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