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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...
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...
Checking In
Can social selling really affect your bottom line? I believe that connectedness is a key driver of business growth. But, I know that it can...
Keys to Career Transformation: Finding Your Groove
Over the past couple of weeks, I’ve been mapping out the most important parts of a successful career transformation, using my own experience as an...
Keys to Career Transformation: Getting Help
2014 is almost here. What have you been putting off? Where do you want to be in your career at this time next year? I’ve...
Keys to Career Transformation: Getting Real
The new year is a common time for reflection. How do you get from where you are now to where you want to be in...
Keys to Career Transformation: Getting Unstuck
How do you get from where you are to where you want to be? This is the time of year that a lot of people...