5 Hiring Mistakes to Avoid
When I was working my way up through a sales organization, I looked forward to growing from running my territory to leading an entire region. When I...
Great Leaders Share Information & Help Employees Grow
Every great leader wants to inspire his or her employees and put them in a position to succeed. Our new white paper, “Winning with Culture: How...
The Legends Way
Just after 7 a.m. last Tuesday, I stepped onto the turf at Cowboys Stadium. The seats were empty, but the perspective coming through the tunnel into...
Great Leaders Inspire Confidence & Recognize Achievements
How can great leadership and a strong company culture elevate engagement and drive business performance? Our new white paper, “Winning with Culture:...
6 Strategies for Success in the Experience Economy
We all know the economy is constantly changing. And when our customers change how they buy, we better change how we approach selling. Here are six...
3 Questions to Help You Earn Commitment
If I had to name one of the most prominent reasons that professional salespeople miss performance targets, it would be this: they are unable to earn...
When Technology Fails During a Presentation
I walked onto the stage last Saturday afternoon in Austin, Texas, and immediately realized something was wrong. As I advanced my slide deck, the...
9 Leadership Lessons From the Best Boss I Had
I walked into the restaurant 5 minutes early for our 6:30 pm reservation. He was waiting to greet me by the bar. He was always 5 minutes early.
Bold. Fearless. Authentic.
I’ll be working with two of my favorite clients in two of my favorite cities this week!
Digital Storytelling on Mastercard’s Morning Brew
I recently had the opportunity to spend the morning with Mastercard as a contributor to their first Global Inclusion Summit. The conversation...
Selling Pro Soccer: An Interview With MLS’s Bryant Pfeiffer
I recently had the opportunity to tour the Major League Soccer National Sales Center in Blaine, Minn. This innovative approach to recruiting and...
First In. Last Out.
“Get familiar with the light switch.”
Why Everyone Ignores Your Email Sales Pitch
While cold calling might be dead, cold e-mailing isn’t. In fact, judging from my inbox it’s sharply on the rise. I know sales professionals that live...
Lawrence F. Flick IV: The Entrepreneurial Journey
I recently had the opportunity to spend the day with a very successful and inspiring entrepreneur, Lawrence F. Flick IV. The chairman and CEO of...
4Years and Forward Momentum
It’s my four-year anniversary into entrepreneurship, and I can’t help but feel a bit reflective. It has been the most challenging and rewarding...