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RockStar Selling: 5 Star Traits
What makes a salesperson a rock star? If you look at an organization's sales performance curve, rock stars make up the top 20% of producers....
Giving Is Good For Business
He knew absolutely nothing about shoes. Volunteering on a vacation in Argentina he learned that children without shoes cannot attend school. Turns out a lot...
The Performance Review: Interview with Adobe’s Donna Morris
How much does your annual performance review process cost your company, in dollars and man hours? What are the benefits and lasting effects of annual...
5 Lessons I Learned from Starting a Business
I have been getting asked the same question a lot lately. I get a version of the question after almost every speaking engagement I deliver....
Culture is the Character of an Organization
I recently sat down with SmartBrief leadership editor James daSilva to talk company culture. His questions about culture included: What is culture, and what does...
Customer Experience Sells
A recent buying experience reminded me just how important Brand Ambassadors are to the sales process. We are evaluating new software to support the growth...
To Build a Strong Sales Organization, Start with Strong Competitors
Yesterday I was trading notes with my business manager Lynn, when she shared that she was entering the Dirty Girl mud run competition with a group...
5 Hiring Mistakes to Avoid
When I was working my way up through a sales organization, I looked forward to growing from running my territory to leading an entire region....
Great Leaders Share Information & Help Employees Grow
Every great leader wants to inspire his or her employees and put them in a position to succeed. Our new white paper, "Winning with Culture: How...
The Legends Way
Just after 7 a.m. last Tuesday, I stepped onto the turf at Cowboys Stadium. The seats were empty, but the perspective coming through the tunnel...
Great Leaders Inspire Confidence & Recognize Achievements
How can great leadership and a strong company culture elevate engagement and drive business performance? Our new white paper, "Winning with Culture: How Leadership Drives...
6 Strategies to Make The Experience Economy Work for You
We all know the economy is constantly changing. And when our customers change how they buy, we better change how we approach selling. Here are...