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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?...
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...
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....
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...
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...
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...
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...
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...
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,...