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 …
This article appeared in the October 13th in the Philadelphia Business Journal By Jeff Blumenthal who covers banking, insurance and law. In light of the Wells Fargo fake accounts scandal, there has been much talk in the media and on Capitol Hill about a corrosive sales culture at the mega-bank, which just happens to be the largest deposit taker in the Philadelphia region. Todd …
Many factors can impact one’s feeling of comfort and security for their jobs and livelihoods. A shifting and unsteady economy. Tumultuous global events. The unforeseen and unpredictable can shake one’s confidence to the core. You see the same phenomena with anyone who has something to sell—which is all of us. Regardless of what you are …
Are you easy? Are you easy to do business with? I don’t mean your company. I mean you. Individually and alone. Are you someone that people find it easy to get something done and feel good about the business arrangement? It’s very easy and too convenient in todays over connected and hyper world we live …
If you’re reading this, then you are in sales. Everyone is part of a sales culture, whether you are in the “C” suite, or a member of the legal or administrative department; whether you own your business or are the receptionist in a Fortune 500 company. A sales culture means that everyone’s in sales. Does …
The English language has an unending supply of words and phrases that are built to create conversations that convey meaning and leave impressions. How you use and deliver these words makes a huge impression on people and leaves them thinking and feeling a certain way about you. Every conversation is a selling moment that constructs …