My three words for 2013 were Platform, Lean, Tribes. “Platform” was something on which to stand. “Lean” was about efficiency and effectiveness. And “Tribes” was a nod towards relationships.
My last post of the year for three years running is a Balance Sheet.
You want to lead your team by example. You want them to know that you wouldn’t ask them to do anything that you would not do ...
You knew the answer to the question about who deserves your total honesty when you clicked the link that brought you here. ...
The difference between your results in 2016 and 2015 is going to be made up of only one thing: what you are willing to ...
You haven’t worked with for . You’ve worked with certain people for that period.
The reason you hustle is to take care of your family. Today is a day to spend time with the people you love and care about. ...
Building consensus within your dream client account isn’t easy. These three problems occur even before you start making ...
The greatest sin is not living up to your full potential. It’s squandering your gifts.
There are no changes in sales that happen so abruptly that you can predict that they will occur in any specific year. ...
There is a lot of whining this time of the year about how no one is in the office, and there is no work that a salesperson ...
Today we hear about what we are not being taught to be successful, from Jim Keenan. Jim’s new book, Not Taught, represents a ...
As a leader, it is easy to get bogged down in the little stuff.
Both a plane and a train can transport you from point A to point B. But there are differences in how they get you there.
A procurement executive recently wrote a post on LinkedIn about how salespeople aren’t good at cold calling.
The unsolicited email pitch offered me the chance to close deals 500% faster than I am closing them now. Outstanding. Who ...
Social media has a place in selling. It can be the right medium for some outcomes.
Here is one way you might think about the order of your work.
If you love your product, don’t expect it to sell itself.
“As your manager, what is the one area where I am going to struggle with you? Where are we going to have trouble?” There is ...
America isn’t a country so much as it is an idea.
