your people are the new competitive currency

The pandemic has exacerbated many things. Chief among them realize that we must work smarter to achieve greater levels of success. Every company is now faced with a stark realization: your people are now your competitive currency. Being faster, cheaper, quicker is only as good the people that make it happen.  It is not about …

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MY LIFE WAS SAVED BY ONE CONVERSATION.

“Every conversation is a selling moment.” This has been my signature message and a mighty cornerstone of my keynote and workshops on sales culture. Yet, at times, it is met with some skepticism, a smirk, eye roll, or a raised eyebrow because people resist the notion that they are “in sales,” and that’s what energizes me. To …

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Do You Have a Case of Chronic Covid Complacency?

Do you think your ability to achieve your goals – sales, personal, or otherwise is possible by cramming in more video calls?  Guess again. That’s low-hanging fruit and the easy way to say you are keeping your activity high. But, it’s the same as submitting your resume 100 times online. It’s a black hole, and it’s lazy. Relationships …

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Apologize. YoU Will Feel Better and Build Your Brand.

I made a dumb mistake this week. My client brought my goof to my attention, and I knew instantly I owed an apology. Rather than having an initial impulse to defend me, instead, I thought about the ramification of my action, the impact on them and prepared myself for the inevitable conversation! When the call …

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Post COVID-19 Revenue Recovery: It’s All About Culture. Part Two.

A Recovery Culture in Action: Recovery starts with a question that many people are asking now: “when can we start selling again”?  The real question is: “HOW do we sell now?“ Successful Behaviors and Mindsets: While we wait for the world to reopen, what can you do now to prepare? 1.    Everyone’s new title is “Essential”: People …

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Post COVID-19 Revenue Recovery: It’s All About Culture. Part One.

COVID-19 has thrown everyone for a loop. Businesses must scramble, reinvent, pivot, and do whatever is necessary to survive and ensure a path forward. Two Facts Are Clear: 1.    We cannot replace lost selling time. It is gone forever. 2.    We cannot wait to act. Plans for recovery must begin now. What you do now matters. The …

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