Sales tips, leadership communication skills insight and more from Steve Giglio, sales training professional for more than 25 years.

Listen, Learn, and Engage… (aka Speak Now or Forever Hold Your Peace)

“Les Miserables” author Victor Hugo wrote, “Not being heard is no reason to be silent.”  Yet, it’s confronting at times to engage in a meeting when you’re not sure how your idea will be received. I’ve found over the years that it’s more important to voice your idea/recommendation than it is to hold back on it.

A great client of mine insists that his team put forth their ideas as often as possible. His belief is that through a respectful, vigorous dialogue/debate great things occur. I agree!

Read more

Sales Training Tip: Tenacity Works

A recent survey among sales executives revealed the following:

80% of all sales are made after the fifth call
48% of salespeople call once and give up
25% call twice and quit
12% make three calls and stop
5% give up after the fourth call
Only 10% keep on calling

And, it is this 10% – the one salesperson in ten – that makes 80% of the sales.
– The National Research Bureau, Inc.

Read more

Executive Development: It’s Not Me…It’s Them

Recently, I began coaching a bright, articulate head of M&A of a financial services organization.

His 360 Degree Feedback Report was quite eye-opening in that most of his peers did not speak very favorably of him. Seemingly inconsistent with that feedback, he spoke very highly of them and was sure they would do the same for him.

Upon reviewing the Report with him he said, “it’s the job that illicited these comments, not me.” For a moment, I was taken aback with his response.

I remember saying to him, “Really? It’s the job not you?” And he reinforced his belief.

Read more

Executive Development: Great Coaching Moments

From great teachers we’re moving to great coaching moments:

A sales training client of mine is a fixed income broker in New York City.

They hire elite salespeople who are quick in their thinking and have strong commercial judgment.

During one training program, a student asked me to resolve a consistent objection he seemed to be getting throughout his selling efforts.

He lamented that often a money manager would say to to him, after his clear description of a specific bond for him to buy, “Let me think about it.” Sound familar to you, too?

Read more

My Third Lesson in Selling

Having moved on from the insurance world to the world of training and development I began consulting with a mega star in commercial real estate. He was the vice chairman of the firm and a brilliant negotiator and consultant. He spoke passionately about New York City real estate and could untiringly debate an issue.

Read more

My Second Lesson in Selling

In my last blog post, I spoke about my first sales manager, the finest selling machine I have ever had the pleasure from which to learn.

We now move to my second greatest sales manager. A guy who was a cross between Fred Astaire and Jack Welch. He defined smooth. From his dress to his British pipe there was not a person or company he could not establish a comfortable environment with…each time, every time!

Read more

Take Two of These and Call Me in the Morning

Often clients request training on their “Pitch Decks,” meaning their business’s value proposition that illustrates their product offering/recommendation.

But here’s the “rub” with this. Client Representatives fall in love with their pitch deck to such a degree that they believe it’s the cure-all/silver bullet for any client meeting.

Read more

Sales Training Tip: Do YOU Know Why You’re Meeting?

We can’t manage the outcome of a client meeting, we can manage our actions in it.

Have you thoroughly planned your moves before your next client meeting? You must! It is critical that YOU know why you are having the meeting and can anticipate what is important to your client. What are you trying to accomplish? With a solid client plan you can be flexible but also focused and clever enough to relationally steer the call.

Read more

My Fast Company Article on Heroes vs. Champions

Rainmakers, aka Heroes, have been neglected as potential coaches. The rainmaker is the person the entire company looks up to as the leader of new business. He’s the “cool guy.” The guy who’s impervious to any client pressure or threat. The guy whose sales stories you can’t wait to listen to and learn from. He’s also an essential resource salespeople can learn from and emulate, but…

…no one ever explained to him how important it is to care and coach. Every company needs more internal coaches, whether they be sales managers or rainmakers breaking their actions down into transferable steps. He needs to be converted into a Champion.

Fast Company just published this article where I explain further what I mean:


Your Business Has Heroes–But What It Needs Are Champions. Which One Are You?

“I can’t be the only one closing business here. The clients always want just me.”

Ahhh…our Hero. Always there to come in and save the day. He is the one by which all others are measured. He gets the results and doesn’t need anyone else. He is Super Executive!

But a Hero is not what companies need.

Read More