Sales kickoff events are learning events. And even with online learning gaining prominence in sales organizations, these live, in-person events are … [Read more...] about Host a Successful Sales Kick Off With These 5 Tips
Becoming an Ambassador: Are Your Clients 29 Percenters?
Think for a moment about all the brands, products, and services you buy in a given day or week. Is there that one you would intentionally seek out, … [Read more...] about Becoming an Ambassador: Are Your Clients 29 Percenters?
When a Sales Prospect Goes Cold… Know When to Walk Away
Building a better sales pipeline is a lot like that famous lyric from Kenny Roger’s The Gambler: “Know when to walk away, know when to … [Read more...] about When a Sales Prospect Goes Cold… Know When to Walk Away
Mind the Gap: Waiting, Deciding, and Doing
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
