Category Archives for "General"

November 22, 2017

I. Am. Thankful.

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. […]

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June 12, 2017

Why Most Sales Team Meetings Are Awful and How to Fix That

Last week I was in Chicago and San Diego leading sales leadership workshops for two different large companies. We had a blast and it’s energizing seeing sales managers get refocused and recharged. What I always find intriguing is how interested managers are in one particular topic: help with upgrading their sales team meetings. It’s almost […]

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May 27, 2017

Salespeople Should Never Answer This Question

Politicians typically are not great examples for us. But the one area where skilled politicians continually impress me is in their ability to deftly answer a different question than the one they’re asked. In many cases, it’s not that they are avoiding the question, but that they are intentionally focused on communicating a particular message to the […]

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