Evolving with Your Customers: 3 Success Stories
Every week I attend company meetings, user conferences and trade shows around the country. No matter what industry I’m supporting, when I work with...
Are College Graduates Prepared to Start a Sales Career?
Copyright Ohio University. All rights reserved. How smooth was your transition from college campus to career? Did you hit the ground running and...
Productivity and Focus
How many internet browser tabs do you have open right now? How long can you focus on your current task before you check your inbox? When do you...
Why the Best Sales Organizations Are Evolving
Buyers look at sales organizations differently than they ever have before.
How to Shorten the Sales Cycle
The sales cycle is getting longer. B2B buyers spend more time researching purchases, and they’re walking most of their decision journey alone,...
Selling to the C-Suite
I recently delivered a keynote for the Xchange Solution Provider Conference on Leading Breakthrough Sales Performance. To prepare, my team conducted...
How to Have Courageous Conversations
One of the fundamental challenges that sales leaders face today is managing performance and creating consistent accountability around performance...
Stop Whining and Hustle
Last week I was complaining to Lynn about booking three events on consecutive days that will require me to travel to Florida, Las Vegas and then back...
Five Years Later
I’m in the middle of my own version of March Madness: 9 events in 8 cities over the first three weeks of this month. The last week I’ll be recovering...
When Saying “No” to a Customer Makes Sense
Customers — even your very best customers — aren’t always right. That old adage can quickly take a company in the absolute wrong direction. Saying...
How to Meet People Where They Are
Today’s business landscape can feel overwhelming. There’s a lot of new technology to keep up with, and that technology is keeping us connected around...
How Sales Auditing Improves Results
As a sales leader, what are you inspecting?
The Red Cape Club
Last week, I delivered a keynote speech followed by an open Q&A session. I traveled to a new city, walked into a new conference center, and expected...