The Pivot Back to Playing Offense
Around the country, including my home state of Minnesota, we are transitioning out of isolation at home. And as the country opens up, so is my...
Show Up and Serve
Being a great sales leader has never been about driving quotas. It’s about leveraging valued guidance and insight to become a trusted adviser for...
Meeting Customers Where They Are
“Why did you reach out?”
How to Improve Engagement and Sales Performance
While salespeople are more engaged than non-sales employees, they’re still looking for other opportunities. Our research found that 42 percent of...
Tom Pfeifer: The Future of Sales Leadership
I walked off the stage and was greeted with a high five and a huge smile from Tom Pfeifer. I knew that meant “job well done.”
Julie Faupel: Getting Closer to Your Customer
I first met Julie Faupel during a week-long personal growth retreat. The retreat required a total digital detox and abstinence of any conversation...
3 Keys To Breakthrough Sales Performance
Fifty-seven percent of sales reps expect to miss their quotas this year. That number will continue to increase. It’s not surprising — given that...
Sharing Is Caring
How do I contribute value online?
The Art & Science of Sales
I was walking up the steps of the Phoenician and walked right into Chris Clement, executive vice president of sales for Arch MI, a leading mortgage...
How to Deliver a High Impact Sales Pitch
You’re escorted to the boardroom room with a big prospective customer. You stand to make the pitch. It’s go time — your time to wow the people around...
How the Sacramento Kings Deliver a Winning Sales Experience
I turned the corner and stepped into what felt like some weird version of Star Wars. There was an R2-D2 style robot coming straight towards me and I...
Prepare to Win or Prepare to Discount
“This is the max budget. Can we make this work?”
What Happens When a Sales Pro Loses Confidence?
Halfway through our first cup of coffee, we cut to the chase. She’d asked to meet for a specific reason.
Advice I Would Give My 22-Year-Old Self Today
Who’s coming with me?