HomeJay SpielvogelWorkforce DevelopmentMitigating the Risk of the Lawyer EffectPrevent deals from falling apart due to lower-level stakeholders who maintain the dominant and outspoken role in the meeting with a salesperson.Business/ManagementHow to Shift From Sales Manager to Effective Deal CoachGreat sales coaching starts with a sales manager truly caring about the success of their direct reports and a plan for coaching them on how to achieve that success, especially when it comes to deal coaching.Business/ManagementSales Focus: Selling on the Phone in the “New Normal”The ability to sell in a virtual situation vs. in person requires a different skill set for engaging the prospect.Business/ManagementSales Focus: Don't Trip on the Way DownLearn how to get higher-level engagement and support while selling down the ladder.
