by Reggie Pearse | Mar 12, 2019 | Blog
The first story ever told might have happened in the gloomy recess of a cave. When and wherever they began, stories are an integral part of how we communicate with each other. We use stories to educate, entertain or convey our values. And importantly in the context of...
by Reggie Pearse | Feb 8, 2019 | Blog
Buyer meeting management requires great presence and solid meeting facilitation skills. Remember, the goal is to create a climate in which people are comfortable being in and expressing themselves. When you create such a dynamic with a buyer you have a true sense of...
by Reggie Pearse | Jan 30, 2019 | Blog
As a sales leader if you have committed to spending more time coaching your people, use the following approach to help them perform at their best. According to a Forbes article, one of the top four reasons sales people quit is they don’t have a coach or a...
by Reggie Pearse | Jan 15, 2019 | Blog
I read some years ago that the most consistent trait successful sales professionals demonstrated, across cultures and industries, was optimism. Optimism as defined by, for example, a belief that after a bad quarter the next one would be better or, say, after a...
by Reggie Pearse | Jan 3, 2019 | Blog
Recently, I was out to lunch with a friend who was wrapping up a very successful year. She had almost doubled sales year over year in a business where sales had been stagnant for several years. We talked about what had contributed to her success, and how she was...
by Reggie Pearse | Nov 13, 2018 | Blog
Recently, I wrote a blog and mentioned neurobiologist Stephen Porges’ work. In the original draft of the blog I included a transcribed quote from a Porges talk. The quote had words including “strirated” and “myelinated”. I felt pretty good that I had tracked down the...
by Reggie Pearse | Oct 26, 2018 | Blog
“Wear one’s heart on one’s sleeve” is an idiom that is, well, factually incorrect. Stephen Porges, a neuroscientific biologist points out that we actually wear our hearts (our feelings) on our faces and through our voices. This is true because the nerves that control...
by Reggie Pearse | Oct 2, 2018 | Blog
It’s a little disconcerting, but true: A prospective buyer doesn’t care about you until he or she understands how you can be of help addressing his or her needs, challenges, opportunities or problems.I learned this lesson (again) recently when meeting a new prospect....
by Reggie Pearse | Sep 17, 2018 | Blog
Some people are seemingly born with great presence; the rest of us have to work at it. Our tendency is to write ourselves off in comparison to these people, believing that such charismatic and comfortably outgoing people are born that way. Lucky them to have such...
by Reggie Pearse | Jul 30, 2018 | Blog
Here are five ways to help you take your team sales presentations to the next level: Know your stuff. Okay, this is an obvious one. Having the experience, knowledge and insights about your role and how it helps the prospective client/client is a fundamental...
SwP: Wearing Our Hearts On Our Sleeves
Do These Five Things and Make Your Team Sales Presentations Even Better