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There is still far too much “guess” in work today and when it comes to sales, guesswork can take on very creative and almost artful forms. You might argue that in the era of big data, guesswork should be a thing of the past but here’s the thing; big data has gotten pretty conflated with ... Read Post
Much has been written on how organizations can engage their employees more successfully and create a competitive advantage. The advice offered tends to be of a programming nature: company-wide initiatives promulgated from above that all functions “down below” are expected to participate in. My 33+ years of leadership experience suggests a different way of looking ... Read Post
Gosh, most webinars are dreadfully boring. It doesn’t have to be that bad. We can make webinars better! Read Post
It’s the time of the year when we take a few moments to stand still, think about our path through the recent past, evaluate what went well and what went wrong and are thankful for the bright moments in our life. We begin thinking on how to best plan for the upcoming year. It’s also ... Read Post
It boggles the mind to hear people suggest there is only one way to tackle a situation. Even worse is when they take the long journey for reaching goals versus seeking out the most direct route. The issue is similar to using the perimeter of a square versus taking the diagonal. If we believe that ... Read Post
We hear time and again that referrals are one of the most cost-effective ways to increase sales. Someone who has been referred by a trusted friend or associate is more likely to make a purchasing decision based on that referral. But so often, we simply forget to ask for referrals or we hesitate to ask ... Read Post
You may not realize it—or the fact may have snuck up on you while you weren’t looking—but today there are far more smartphones out there than computers. There are currently an estimated 3 billion smartphones in use globally. Just to show the comparison, in 2017, the percentage of smartphone users accessing the internet was 63%, ... Read Post
Have you ever had an sales opportunity that you worked on for a time but ultimately went quiet on you? Or a lead that seemed hot and then suddenly went cold? Of course you have, this is the nature of sales. You also most likely have had that wonderful moment went one these leads or ... Read Post
