Recently I shared my thoughts on the need to “smash the stereotype of sales” once and for all. Interesting It was one of my lowest read articles, which tells me that people just don’t want to be a salesperson! Sorry, that ship has sailed! What is sales anyway? It’s something that is intertwined in every conversation and […]
Smashing the Sales Stereotype. Part Two. Read More »
I love to people watch. I enjoy trying to “figure someone out” by watching how they interact and engage people. One thing I attempt to assess and measure is if you are you indeed someone people feel comfortable approaching and speaking with? Do you hold yourself in that way that people sense and feel that you
Are You Approachable? Read More »
A few weeks back I was delivering a keynote and one person in the audience went to great lengths to refute a key point I was making. That’s fine – one doesn’t have to agree with my viewpoint that “we are all in sales.” The challenge was that no matter how calmly and rationally I responded
Don’t be a “Right Fighter” Read More »
Has the ability to help people imagine the future and visualize great things died? When I was at Xerox, we learned to sell by using the Xerox system which is world renowned. At the center of that methodology is S.P.I.N ® which stands for Situation, Problem, Implication and Needs Pay Off ( my old Xerox training manager
The Death of Imagination. Read More »
We have choices. I am not the first person to offer that sage advice and certainly I will not be the last. I have just returned from a week of delivering keynotes for the Women’s Business Enterprise National Council or WBENC. This was my second time keynoting for them and everytime I visit with this
Survive or Thrive. ….It’s a Choice. Read More »
July 20th. 7:50 am. I was ready to deliver a keynote to a client. The start time was 8 am and I was standing at the doorway greeting people as I always do and getting geared up to be introduced and go onstage. I LOVE doing what I do and am very blessed to have
The Day I Learned I Had Cancer was the Day I Learned about Focus. Read More »
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
Collaboration without Consequences Read More »
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
A Sales Culture is a Competitive Advantage. Read More »
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
Wells Fargo is NOT a Sales Culture. Part Two. Read More »
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
Wells Fargo is NOT a Sales Culture. Part One. Read More »