Sales Culture Articles

Post COVID-19 Revenue Recovery: It’s All About Culture. Part Two.

A Recovery Culture in Action: Recovery starts with a question that many people are asking now: “when can we start selling again”?  The real question is: “HOW do we sell now?“ Successful Behaviors and Mindsets: While we wait for the world to reopen, what can you do now to prepare? 1.    Everyone’s new title is “Essential”: People …

Post COVID-19 Revenue Recovery: It’s All About Culture. Part Two. Read More »

Post COVID-19 Revenue Recovery: It’s All About Culture. Part One.

COVID-19 has thrown everyone for a loop. Businesses must scramble, reinvent, pivot, and do whatever is necessary to survive and ensure a path forward. Two Facts Are Clear: 1.    We cannot replace lost selling time. It is gone forever. 2.    We cannot wait to act. Plans for recovery must begin now. What you do now matters. The …

Post COVID-19 Revenue Recovery: It’s All About Culture. Part One. Read More »

The Three Words that will Devastate your Career, Relationships, and Sales.

Every conversation is a selling and coaching moment that constructs lasting images in others’ minds. Considering how critical first impressions can be, three words are deadly to your career and your very psyche. These three words, when uttered, send an extremely negative message to everyone around you. These words—just nine simple letters and one apostrophe—can have an …

The Three Words that will Devastate your Career, Relationships, and Sales. Read More »

What IS a Win?

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 …

What IS a Win? Read More »

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 Word. Part Three. Read More »

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 …

You are Compelling. Read More »

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 …

Eight Easy and Painless Tips for Great Networking Read More »