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Sales Process

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling.



Do any of these scenarios seem familiar?

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World.


It’s time for a 21st-century reality check: We all live (and sell) in a ridiculously fast-paced environment.

Bill had decided that Harold, his prospect, was not going to get away. He was going to get the sale no matter what. Now, driving to Harold’s office, Bill reviewed all of the things he’d done to date.

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.


No one is 100% in the world of sales. Very often, the company hero is the person who is winning 30% of the time! So, the big question is not whether you will fail. You will. The question is what you will learn from failure.

That morning Bill woke up with laryngitis. “Great,” he croaked at the mirror, “the big sale is today, and I sound horrible.” Stopping off at the pharmacy on the way in for some lozenges, he found his voice in even worse shape. While he could talk, it was just barely above a whisper and for not more than a few sentences.

One of the classic selling rules David Sandler developed and shared with salespeople sounds harsh . . . but it’s true. Sandler warned us that “All prospects lie all the time.”

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