Not sure why it took working full-time for 35 years before pulling the trigger to make this happen, but I am so thankful that I finally listened to advisors, mentors, friends, and peers telling me to do it. I recently completed my first-ever sabbatical. 30 days off… The entire experience was wonderful, instructive, life-giving, convicting,
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We made it! 2017 is in the books. Some of us are celebrating great victories and much success; some are licking our wounds thankful to have survived. But all of us, regardless of circumstances, are here on the doorstep of another new year. No, there is nothing magical about turning a calendar page, but I think
There are just a handful of must-read new books each year that I pass along to you. I just finished an advance copy of one that should be your first read of 2018! For almost 20 years, I have been fans of legendary leadership experts and authors, Jim Kouzes and Barry Posner. One of my
I love Thanksgiving. Family. Friends. Football. FOOD. A chance to exhale and rest after sprinting through the Fall Selling Season. All the fun of a giant holiday without the shopping and gift-giving and gift-receiving stress. Like many of you reading this, I ran hard this year – as hard as I’ve ever run. More work.
It is surprising how few sales organizations ask their people to draft annual sales (business) plans. For fifteen years I I’ve witnessed the power of having every member of the sales team write, and when possible, present, business plans to sales management, senior execs, or even better, to the members of sales team. Why Individual
Last April, Jeb Blount, Mark Hunter, Anthony Iannarino and I launched the first OutBound Conference (pictured above). It was a sales conference for salespeople and sales leaders who wanted to take ownership of creating their own sales opportunities, responsibility for filling their sales funnels, and to experience success bringing in record amounts of New Sales. We were
I hope your Fall 2017 Selling Season is off to powerful start. Like you, I am running hard to maximize impact during this critical time of year and I’m sure that many of you fellow road warriors can relate. I’ve been on so many planes and in so many hotels recently that it’s been difficult remembering
I’m in the midst of an engagement that is so energizing and so rare that I cannot not share it with you. My typical rule is to protect confidentiality and not to divulge my clients’ identities, but this particular company has been very public about both their major initiative, and my involvement. So I’m free
No, your mother didn’t get me to write this post! But after leading many many workshops and speaking at tons of sales team meetings this year and then observing sales team members afterward at the hotel lobby bar, I feel compelled to challenge you on this topic. Who are you hanging out with from your
Every once in a while I see or hear something completely unrelated to sales that I feel compelled to share with you. This is one of those times. 29 years ago at The University at Albany, I met Chris Edom as he was was rushing the business fraternity when I was rush chairman. We’ve been
Seven years ago I discovered Anthony Iannarino as I was trying to figure out whom to follow on twitter and which sales blogs to read. The rest, as they say, is history. He’s not just a good friend and someone I greatly admire for his huge brain and wicked discipline (seven straight years of daily
Sometimes the solution to our sales problem is so simple that we can’t see it. I am pretty sure that this is one of those cases. What We Want We (sellers and sales leaders) ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities. What We Typically Do Unfortunately, most of us in
Sales Friends, I get it. We want to be liked. We want to be seen as responsive. We want to show customers that we care and that we listen and that we can follow instructions… All of those things are wonderful. But there’s just one little problem: very often defaulting to our prospect’s (or their
This is Trevor. He’s the senior executive of a company he founded in the UK. He’s also an amazing human being. I think it is fair to say that after the few days we just spent together at our Supercharge Your Sales Leadership event in Atlanta, our relationship crossed from client-coach to friends. The way
