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 …
If You “Stop Selling and Start Leading” Good Things Will Happen! Read More »
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. …
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 …
3 Very Different Companies with 3 Very Similar Sales Challenges Read More »
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 …
Are You Hanging Out with the Winners or the Whiners on Your Sales Team? Read More »
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 …
A Very Different Take on “Closing” From Today’s Top Sales Improvement Expert Read More »
It’s hard not to love Jordan Spieth. I’m not even a very big golf fan, but like many others, I have been so impressed by Spieth’s professionalism, demeanor, skill, grit and game. When interviewed or during press conferences, he comes across with the maturity of a 40 year-old. He’s not quite yet 24. On Sunday …
Two Powerful Life Lessons for Sales Managers and Salespeople from Jordan Spieth’s Caddie Read More »
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 …
Why Most Sales Team Meetings Are Awful and How to Fix That Read More »
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 …
