In the latest episode of Mastering Modern Selling, we discuss the transformation that salespeople and managers need to make to reconnect with buyers … [Read more...] about Transforming Sales Leadership – Video Interview
The Death of a Sale
I had my driveway redone recently. I gave the job to a 27 year old kid (at my age, everyone’s a kid) who was just starting his business. Him and … [Read more...] about The Death of a Sale
7 Leadership Lessons Learned From a 20 Foot Ladder Fall
As I lay flat on my back, staring at the sky with the 20-foot ladder beside me and my reciprocating saw in the grass, I realized how badly I had … [Read more...] about 7 Leadership Lessons Learned From a 20 Foot Ladder Fall
The Most Important Question Nobody Asks that Generates More Sales
In this episode of Mastering Modern Selling, can a CRO replace a CSO or a VP of sales? Also, discover the single most important sales and coaching … [Read more...] about The Most Important Question Nobody Asks that Generates More Sales
How to Get The Truth Out of Customers with Three Words
As I walked into the meeting, I couldn’t shake the feeling that something was off.The prospect seemed polite enough, but there was a tension in the … [Read more...] about How to Get The Truth Out of Customers with Three Words
A Critical Lesson I Learned About Prospecting
When I started in sales, I remembered this top performer. He wasn’t overwhelmed, running around, worried about making quota. So, I asked him, “How do … [Read more...] about A Critical Lesson I Learned About Prospecting
