WHY YOUR COMPANY LOST THAT BIG DEAL.
You don’t have a sales problem. You have a culture crisis.
Blog
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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Stop saying, “virtual selling is here to stay.” it never left.
STOP SAYING, “VIRTUAL SELLING IS HERE TO STAY.” IT NEVER LEFT.
Are You Ready To Be coached?
Have you been told to get a coach? Are you considering hiring a business coach as an investment in your career? Four qualities make you ready to receive coaching. Enter of your own free will. If you have been told to get coaching, make sure it’s not a punitive thing. I have seen people hire …
Creating a Culture of Purpose
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 …
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 …
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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“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 …