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 …
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 »
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 …
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 …
Eight Easy and Painless Tips for Great Networking Read More »
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 …
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 …
Silos kill companies. Silos inhibit collaboration Silos prevent transparency. Do you see the theme that is looming here? I have written several times on the destructive nature of company silos. They ( unfortunately) exist in companies of all sizes and shapes and the dreaded silo has the same suffocating effect where they exist. They stifle …
Creating a competitive advantage is a subject that has been written about for years and decades. Opinions and perspectives abound on what creates and maintains a competitive advantage and how to recapture it if a company loses theirs. That happens frequently and we only need to look to the organizations around us to learn why companies go …
In part one of the the debacle at Wells Fargo and I outlined how what occurred there is not at all what a sales culture is. In fact that entire mess did nothing but give a bad name and a black eye to all honest and hardworking sales professionals, not to mention the many honest …
I have watched the news and the fallout of the Wells Fargo debacle for weeks now and after numerous interviews and teeth grinding I have a few things to say about the sales “culture” that was created there. This was NOT a sales culture. This was a culture of fear and intimidation. This was a …