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I Will Be Happy When …
“Are you enjoying your summer?” I stared at that text message from my coach. I thought about it deeply and eventually responded: “Regarding summer, I...
Why We Need to Enable — Not Manage — Performance
Few organizations are better authorities on the evolution of performance management than Betterworks, whose annual State of Performance Enablement report dissects what employers are doing...
Stacking Value to Drive Growth
Did you know 87% of sales opportunities have medium to high amounts of customer indecision? And when you add in economic uncertainty, inflation, supply chain...
The Magic of Creation
concept—> review —> create —> TEST —> iterate A few weekends ago, I hit the pause button to take in the John Mayer solo tour...
4 Questions to Build Trust in a Team
“How can I support you in the work you are doing?” On the surface, it seems like a simple question. But when sales leaders pose it...
Creating Something New
In my business, a break in the action means it’s time to create something new. Every entrepreneur, executive, leader, manager and individual contributor needs to...
The Art and Science of Storytelling in Sales
“I understand….let me tell you a story.” They are some of the most powerful words we can convey. The invitation to listen is also my...
How to Conduct Effective Pre-Call Planning
Sales calls are the beginning of a journey, and like any adventure, you need to be prepared. Remote selling has risen 89% since 2013, and...
3 Most Important Elements of Sales Preparation
Most sales are closed before the meeting even starts. Today, on average, when B2B buyers are considering a purchase, they only spend 17% of their...
How to Improve Psychological Safety at Work
How important is psychological safety at work? Google’s Project Aristotle launched with a singular goal — to discover the elements that make a perfect team. The...
Make Baseball Fun and Put Fans First
Why are people already in line? The game doesn’t start for a few hours. I didn’t understand. I was in Savannah for a minor league...
Best Practices of World-Class Sales Organizations
According to Gartner’s Future of Sales 2025 report, 80% of B2B sales interactions will occur in digital channels by 2025. Organizations that can adapt, and...