I’ve conducted hundreds (or more) interviews in my line of work of sales keynotes, workshops and consulting. At least 80 percent of the sales … [Read more...] about Mind the Gap: Waiting, Deciding, and Doing
Sales Culture is the Key to Growing Next-Generation Leaders
A firm’s growth can come from any number of places: whether it’s organic new business, acquisition, diversifying service offerings, or implementing … [Read more...] about Sales Culture is the Key to Growing Next-Generation Leaders
Your Best Investment: A Case for Lifelong Learning
My marketing director, Michelle, often shares stories about her step-mother-in-law, Connie. Connie just turned 98 this month. At 95-ish she decided … [Read more...] about Your Best Investment: A Case for Lifelong Learning
What Distinguishes a Standout Seller…The Why or the How?
Being in strategic selling, often I see sales conversations and the buying process get wrapped up in solution details way too early. I’ve done it too … [Read more...] about What Distinguishes a Standout Seller…The Why or the How?
Stand Out in 2019
If you’ve been part of my community for a while, you might be familiar with my One Word Tradition. Each January, I land on the word that I want to … [Read more...] about Stand Out in 2019
