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”…An Open Letter to the CEO of #Boeing
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
Silo’s Kill Companies! A Special #Toddcast.
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
Succeed or (Fail) Before You Say a Word. Part Three.
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 Single Word. Part Two.
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.
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
You are Compelling.
I have been watching people for many years, and I have come to a few necessary and very unscientific conclusions about people who are successful at selling themselves and those who are not. Frankly, it’s not rocket science. It’s just common sense. Moreover, some confidence. You have something that you are genuinely excited about. You
Eight Easy and Painless Tips for Great Networking
Many people have no idea of what good networking is. They think it’s a business card exchange or going to an event and counting down the minutes till they can leave. That’s not networking. That is just going through motions, and it has little to no long-term value. Networking is a lifelong commitment and it’s
“There are two types of people….”
That was the first line of a tweet I randomly happened across a few days ago. The tweet finished by declaring “those who have jobs and those who have jobs because of people who sell”. Whoa and OUCH! This was (to me) a condescending tweet and a slap in the face to everyone who does not self-identify
“A Standing O”
Recently I was asked to write an essay for a book my colleague Scott MacGregor is publishing. The topic is who in my life I wanted to give a “Standing O,” to and there are many amazing people that came to mind and from whom I could choose. I wish I could write something meaningful
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