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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...
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...