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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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How to Become a Successful Sales Person: A Conversation with Philip Kennedy

Few people know more about what it takes to become a successful sales person than Philip Kennedy, vice president of sales at CADY, the senior...
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Servant Leadership in Healthcare: A Conversation with AccentCare CEO Stephan Rodgers

Beginning as a personal care attendant in college and progressing to leadership roles within the UnitedHealth Group network, Stephan Rodgers has spent 25 years profoundly...
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Sustainable Growth Starts Here.

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