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“The Epic Keynote” with Speaker Launcher Jane Atkinson

I walked into my first National Speakers Association annual conference in the summer of 2008 and met Jane Atkinson in the lobby. I was deep...
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Evolving with Your Customers: 3 Organizations That Get It Right

Every week I attend company meetings, user conferences and trade shows around the country. No matter what industry I'm supporting, when I work with truly...
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Are College Graduates Prepared to Start a Sales Career?

Copyright Ohio University. All rights reserved. How smooth was your transition from college campus to career? Did you hit the ground...
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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?...
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5 Ways to Build a Winning Sales Culture

How do the best sales leaders create a culture that enables top producers to thrive? In the enclosed video, I map out five leadership keys...
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Why the Best Sales Organizations Are Evolving

Buyers look at sales organizations differently than they ever have before. Customers aren’t coming to sales looking for basic problem identification and solution pitches anymore....
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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...
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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...
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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...
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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...
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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...
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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...
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