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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, without the direct...
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 focus group interviews with...
How to Have Courageous Conversations
One of the fundamental challenges that sales leaders face today is managing performance and creating consistent accountability around performance targets. Addressing and coaching people through...
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...
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...
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...
Tapping the Collective Consciousness
Change. Customers are changing, the marketplace is changing, the competition is changing. What does that mean for corporate strategy and forecasting? It means executive teams...
How Sales Auditing Improves Results
As a sales leader, what are you inspecting? Here’s a typical conversation after a sales call: Sales Manager: “How’d it go?” Sales Rep: “Great!” Sales...
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,...
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 sales and client services...
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...
Busy Is the New Fine
You run into a friend in line at the coffee shop. You ask how they’re doing. Five years ago, I can bet their response would...