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3 Questions to Help You Earn Commitment
If I had to name one of the most prominent reasons that professional salespeople miss performance targets, it would be this: they are unable to earn commitment...
When Technology Fails During a Presentation
I walked onto the stage last Saturday afternoon in Austin, Texas, and immediately realized something was wrong. As I advanced my slide deck, the presentation...
9 Leadership Lessons From the Best Boss I Ever Had
I walked into the restaurant 5 minutes early for our 6:30 pm reservation. He was waiting to greet me by the bar. He was always...
Bold. Fearless. Authentic.
I'll be working with two of my favorite clients in two of my favorite cities this week! I am heading to Denver to deliver Leading...
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...