Welcome the Resistance: How to Handle Objections in Sales
Resistance isn’t rejection. In a selling situation, it’s often a sign of engagement and potential interest.
Why Most Sales Psychology Conversations Start in the Wrong Place
Nine months into my first sales job, I hadn't closed a single sale. I got in early, stayed late and did everything I was asked. I didn't lack desire....
Best Leadership Keynote Speakers in 2027: How to Choose the Right One for Your Event
The best leadership keynote speaker is the one whose content, credibility and delivery style match what your leaders need right now.
What Is a Leadership Family Tree?
When my brother Chad got the call about a job with the Dallas Cowboys, he needed a way for the Jones family to quickly understand what he was all...
Customer Experience KPIs in the Age of AI: What Leading Brands Track Today
Customer experience KPIs have never been easier to collect. AI-powered tools can now analyze every call, ticket and renewal conversation your team...
Slow Down to Speed Up: The Only Way to Get Ahead of Change Fatigue
I recently delivered a keynote to senior leaders of a Fortune 500 company. Right before I went on, two of their senior technology officers walked...
The Case for Goal Compression
What would it take to accomplish your annual sales target in 6 months?
The Setback Is the Setup
I'm no stranger to adversity.
How to Overcome Sales Challenges the Human-Centered Growth Way
Learning how to overcome sales challenges starts with a recognition many leaders don’t want to face: The problem isn’t your product, your process or...
15 Sales Training Topics That Drive Real-World Sales Impact
The dashboards are green. Activity is up. Calendars are full. But dig deeper, and the picture shifts. Conversion rates flatten. Deals stall. Revenue...
How to Motivate Your Sales Team
If you want to know how to motivate your sales team, start with what they believe about themselves and the work. Because motivation isn’t just about...
It's Halftime: How to Conduct an Effective Mid-Year Review
My mid year review is one of the most valuable things I do as a leader. It's a chance to reflect on the first half, get clear on what's been working,...
Customer Service vs. Customer Experience: Why the Difference Matters
Most organizations treat customer service vs customer experience as interchangeable concepts. They’re not, and conflating them is one of the most...
Own the 8:01 Moment
I walked out of an extraordinary weekend retreat of immersive learning with a full notebook and the very best intentions.
How to Turn Customers Into Brand Evangelists
Do you now your Net Promoter Score? Even more importantly: Do you know how those customers become promoters, and what your team is doing to create...