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Turning Ideas Into Action
We’ve all been there: You read an inspiring new book, attend a week-long conference, or have an energizing, exciting phone call. You’re bursting with energy...
Video: Be a Connector to Drive Referrals
In today’s economy, if you want more business, you have to earn it. I’ve shared ideas before for generating more referral sales. In the era...
Video: Customers Don’t Buy on Price
I ask myself two important questions every day: How did I add value today? How will I be remembered? I have learned to think in...
A Better Way to Work with Brendon Schrader
As a marketing leader at 3M, Brendon Schrader often needed to bring in senior-level marketing resources to help solve problems, lead change and move the...
Will Commissioned Salespeople Disappear?
“Today's customer can easily research an entire marketplace in minutes....They don’t need someone to connect them with products anymore. What they do need is to...
Coming Home
I’m coming home to Ohio this week. I’m delivering a couple of sessions for the leadership of American Electric Power and I’ll extend the trip...
How to Build a Speaking Business
How would you like to travel the world? Make a meaningful difference in the lives of others? Get paid for sharing your expertise and life...
How Downtime Drives Passion
My dentist called. Again. I didn’t return the first message. I figured they were calling to reschedule the cleaning appointment I had cancelled. After the...
How One Trade Association Has Grown Membership 200%
Once, associations were the go-to source for new information and best practices. Now, industry leaders have access to more information than ever before, and they...
Nice Guys Finish First
I first met Doug Sandler a couple of years ago. I spoke at a conference and he introduced himself to me afterward. He was looking...
New Research: Salespeople Are More Engaged
Modern Survey President Don MacPherson and I recently delivered a one-hour webinar, Leading Breakthrough Sales Performance. We shared data and analysis from our new research...
Business Can Turn on a Dime
I have a picture frame of a dime sitting on the credenza in my office. Underneath the coin a quote reads: “Business can turn on...