Ryan's Blog

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...

5 Ways to Build a Winning Sales Culture

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...

Tapping the Collective Consciousness

Change.

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...

Meeting for Impact

Dawn Vivenzio isn’t your traditional event planner. She’s built an innovative role for herself at MassMutual as Strategic Program Manager, planning...

If You Want the Job, Take It

This fall, my team put out a job description for a marketing intern. One candidate stood out far above the rest, and the experience drove home a...