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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 …

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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 …

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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 …

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Collaboration without Consequences

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 …

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A Sales Culture is a Competitive Advantage.

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 …

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