I don’t miss the corporate culture. Corporate culture is too often defined by the silos where people work and toil and not by how people matter. Silos isolate and keep people from engaging and collaborating, and they thwart an understanding of individual value and purpose because silos prevent the bigger picture from being revealed. We …
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 …
Post COVID-19 Revenue Recovery: It’s All About Culture. Part Two. Read More »
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 …
Post COVID-19 Revenue Recovery: It’s All About Culture. Part One. Read More »
Every conversation is a selling and coaching moment that constructs lasting images in others’ minds. Considering how critical first impressions can be, three words are deadly to your career and your very psyche. These three words, when uttered, send an extremely negative message to everyone around you. These words—just nine simple letters and one apostrophe—can have an …
The Three Words that will Devastate your Career, Relationships, and Sales. Read More »
How do you define a “win? Is it the BIG final victory after a long battle to secure that order, a job or a new client? Alternatively, is it something that we can look at and say, “that’s a good next step or progress, and that’s a win.” The answer lies in both avenues of …
Dear Dennis, It must be a gas to run such an excellent company! I have always loved Boeing, am an ardent supporter and am even a (very small) stockholder. So, Dennis, it’s time we had a talk. People have suffered two terrible and inconsolable tragedies. No question it has a drastic impact on everyone. I still remember …
“Dear Dennis”…An Open Letter to the CEO of #Boeing Read More »
There are to kinds of companies – those that are silo’d and mediocre and those that commit to create a sales culture where people come out of the silo. They collaborate, they have robust relationships and the customer is the ultimate beneficiary. Which kind of company do you want to be? Listen to this important …
The third and final installment in my series on the intersection of sales culture and the power of presence. Presence and the Science of Behavioral Economics Sometimes people ask “Is Presence that powerful?” It’s a fair question. The answer is to think about how we feel when someone is not Present with us. We know …
Succeed or (Fail) Before You Say a Word. Part Three. Read More »
Presence and Sales Culture People who know my work are probably thinking that the idea of Presence sounds a lot like the ideas of “Sales Culture” and “Everyone’s in Sales.” And you know what? These people are right. Maybe the key idea of “Sales Culture” is that every interaction we have with people is an …
Succeed (or Fail) Before You Say a Single Word. Part Two. Read More »
Everyone’s in sales, and it begins before you say a single word. It is a fundamental truth. It is an inescapable fact. The foundations of success in life – professional and personal success – are the relationships we build with people — relationships made of like and trust. Relationships honed with honesty, integrity, and responsibility. When …