Kevin Davis
Kevin Davis
Kevin Davis is the president of TopLine Leadership, which provides sales training and sales management leadership training programs to companies from diverse sectors. Kevin is the author of "Slow Down, Sell Faster! : Understand Your Customer's Buying Process & Maximize Your Sales". For more information visit www.toplineleadership.com
It’s Q4-Time to Qualify Your Pipeline
Welcome to Q4! Is now the time to qualify your pipeline? Far too often, sales managers get involved too late in qualifying specific sales opportunities…
Confronting an Under-Performing Sales Rep
Every sales coaching workshop that I deliver I ask sales managers, "How many of you have a performance problem with a sales rep that...
Why Sales Managers Get Stuck in the Reactive Trap
I recently reviewed the sales manager job description for a Fortune 500 company, and 85% of their sales managers' responsibilities were related, either directly...
Strategies for Defeating Your #1 Competitor
The # 1 competitor you face today isn't another company. It's the customer's decision to do nothing, to make no change at all. You can...
Drinking from the Fire Hose-A New Hire’s Dilemma
If your company has only one product to sell, and only one decision maker type to sell to, read no further… Many Sales VPs are...
How Sales Managers Can De-Motivate the Team!
Sales managers often don't realize that they can sometimes be a strong de-motivating force for their teams. Our company has delivered sales management training all...
Diagnose Deeper Needs And Create A Bigger Perception Of Value
What are the most common objections that you hear from prospects and customers? Chances are, they are what I call "value objections." Objections like,...
Understanding The Buying Process
What Does "Understand the Customer's Buying Process" Really Mean for Your Salespeople? Many thought leaders today are talking about the importance of understanding your customer's...
Scratch Beneath the Surface to Make Better Hiring Decisions
Talented salespeople can make big things happen for you and your company. Perhaps there is no more important decision that a sales manager makes than…
Top 5 Reasons to Slow Down Your Sales Process
Last night I was watching a baseball game between the San Francisco Giants and the Milwaukee Brewers. It was a hard-fought game, with the...
To Become a Better Sales Coach You Need to Think Differently
Have you ever considered what made you successful when you were a salesperson? You were, and still likely are, action-oriented, decisive, and adept at...
Sales Coaching Should be a Sales Managers #1 Priority
Recently I was working with a group of sales managers and I posed this question- When you arrive at your office on a typical day...
An Argument Against “Qualification”
At the beginning of a recent Slow Down, Sell Faster sales seminar, I asked each participant "What is your #1 goal for this session?"...
How to Manage and Lead your Millennial Salesperson
I often get asked about coaching millenials—the youngest members of the sales force (under age 34), who are the fastest growing segment in today's...
4 Tips for Sales Coaching & Leadership
Communicating clearly to your salespeople the specific behaviors and activities that you both want and need for sales success is essential for sales coaching....
How is your Peak Performer retention strategy working?
A few years ago I delivered a two-day workshop to the senior leadership of a 225-person sales organization. One of the several topics in...
What is “Positive Confrontation”?
Recently a prospect asked me to explain what I meant when I said that many sales managers would be more effective sales leaders if...
5 Tips for Great Sales Meetings in 2012
Every sales meeting you deliver is an opportunity to showcase your sales management leadership skills. Here are a few specific suggestions: Set a clear meeting...
Does a focus on sales results actually reduce sales results?
As the leader of your sales team you, no doubt, place great emphasis on the achievement of sales results. And rightly so. But if a...
Sell Value, Not Price – OK, but what does that mean?
A prospect who sells industrial products to power plants recently told me that his sales people were really good at selling features and benefits,...