There’s a ton of articles out there providing guidance on what it takes to be a great leader. They speak of characteristics such as vision, passion, and communications which are applicable to leaders responsible for any type of organization. For example, they would apply equally as well as a marketing leader, the leader of an ... Read Post

When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. Asking for the business is easy and, in many cases, the prospect takes ... Read Post

If you aren’t sufficiently prepared and equipped, your chances of thriving in a room full of Sharks is severely compromised. Read Post

With this article, we continue the series of lessons we can learn from Jesus of Nazareth. Again I’ll provide my disclaimer: With this series, we’re examining the sales techniques of the greatest salesperson of all time—namely Jesus of Nazareth. This doesn’t mean I’m taking some kind of jaded view of Jesus, and only characterizing him ... Read Post

I’d like to encircle the workplace with ribbons of yellow safety tape. That would give others an inkling of the dangers lurking within. I’m not talking about back pain, eyestrain, and paper cuts. I’m talking exploitation, harassment, and passive aggression. We need to protect people from the risks that threaten their personal values. In an ... Read Post

As you get ready to celebrate Valentine's Day, here is a fun piece where you can decide what kind of a Valentine are you when it comes to sales? Read Post

With this post, we begin a series examining the sales techniques of the greatest salesperson of all time: Jesus of Nazareth. Before anyone gets upset, this doesn’t mean I’m taking a jaded view of Jesus and only characterizing him as a salesperson. Nor does it mean I’m stepping all over religious toes and pushing Christianity. ... Read Post

Conventional wisdom like "I'm busier than ever, customers are so informed they don't need me" or are they in fact myths? Our new series explores the reality. Read Post