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Selling Pro Soccer: An Interview With MLS’s Bryant Pfeiffer
I recently had the opportunity to tour the Major League Soccer National Sales Center in Blaine, Minn. This innovative approach to recruiting and onboarding sales...
First In. Last Out.
"Get familiar with the light switch." At one time, this was part of my personal leadership philosophy. I shared it with others as part of...
Absolutely!
I was on the West Coast for an engagement with San Diego SHRM last week. My hosts were kind enough to treat me to lunch...
Why Everyone Ignores Your Email Sales Pitch
While cold calling might be dead, cold e-mailing isn't. In fact, judging from my inbox it's sharply on the rise. I know sales professionals that...
Lawrence F. Flick IV, on the Entrepreneurial Journey
I recently had the opportunity to spend the day with a very successful and inspiring entrepreneur, Lawrence F. Flick IV. The chairman and CEO of...
4 Years and Forward Momentum
It's my four-year anniversary into entrepreneurship, and I can't help but feel a bit reflective. It has been the most challenging and rewarding endeavor of...
Are Your Customers in the Loyalty Loop?
The value proposition is a whole lot more powerful when customers start evangelizing it. Today, on average, 57% of a purchase decision is complete before...
5 Keys to Counter a Slow Start
Professional sales people understand the importance of getting off to a fast start to the fiscal year. Momentum matters. This is the last day of...
Learning to Compete Through Sibling Rivalry
It was still dark outside as we walked over the hill toward the football field. Just after 6:00 am last Friday on a brisk Texas...
The Art of Anticipation
Anticipation is the key ingredient to creating a remarkable customer experience. When a customer is met with the surprise and delight of having their unexpressed...
Live The Legacy
Today as we recognize and honor Dr. Martin Luther King, Jr. and his legacy, these 10 lessons serve as an inspirational reminder of the opportunity...
Sharing Is Caring
Big news out of Facebook this week with the introduction of Graph Search, a new search tool for finding people, photos, places and interests in a way...