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Wall Street Excess: My Interview with Turney Duff
Turney Duff spent 15 successful, addictive, tumultuous years working on Wall Street. After earning millions of dollars and finding himself in rehab twice, he called...
Culture Is a Reflection of How We Lead
Raiffeisen Bank headquarters At the beginning of June, I got an email about delivering a keynote on Friday, June 28...in Romania....
3 Questions to Ask After a Sales Engagement
You hang up the phone. You press "Send" on an email. You hop in a cab after a lunch meeting. How do you know that...
An Interview With Liberty Mutual on The Responsibility Project
Responsibility is a core value at Liberty Mutual Insurance -- one that the company expressed in a 2006 TV commercial that highlighted the concept of...
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....