The Business LockerRoom Blog by Kelly Riggs
Mar 21

To BANT or Not to BANT?

By Kelly Riggs | Sales + Leadership

To BANT or Not to BANT? by Kelly Riggs Keenan v. Waldschmidt. This was so good, I grabbed popcorn and a drink. It was a bit like Ali-Frazier, round one. I’m wondering if we’ll get the two sequels as well. “Ladies and Gentlemen, in the red corner, wearing plaid shorts – KEEEEENAN!!!!” “In the blue […]

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My way or the highway
Feb 21

The Right Side of ‘My Way or the Highway’

By Kelly Riggs | Sales + Leadership

Seemingly every time a leader is faced with a difficult decision that adversely affects someone else, the first criticism is simple: “He/she is just a micromanager. It’s ‘my way or the highway.’” Yes, micromanagers are very common, but decisions that people don’t like or agree with don’t automatically signal micromanagement. This would mean a leader who makes any decision is, by definition, a micromanager if anyone disagrees with the decision. Which is quite ridiculous.

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Nov 21

Sales Advice You will Absolutely HATE

By Kelly Riggs | Sales + Leadership

Let’s quit messing around and get down to it. There is one reason – and one reason only – that you don’t hit your number. One. Reason. Only. You just don’t have enough opportunities in your pipeline. PERIOD. I don’t care if you close an abysmal 1-out-of-10 deals. I don’t care if your average deal size is 25 percent lower than everyone else. Regardless of your win rate and deal size, if you put enough deals in the hopper, you WILL hit your number.

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Nov 07

The Insanity of Sales Managers

By Kelly Riggs | Sales + Leadership

Unfortunately, the whole concept of insanity seems to be lost on many sales managers. Salespeople will produce the same mediocre results over and over, but never change a single thing they are doing. In many cases, they resist any kind of change, insisting that what they do actually works! The problem, they say, is a sluggish economy, or a product that lacks key features, or a marketing initiative that falls short, or a set of circumstances that is working against them. Anything, of course, except what they are doing. Over and over and over…

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