“Every conversation is a selling moment.” This has been my signature message and a mighty cornerstone of my keynote and workshops on sales culture. Yet, at times, it is met with some skepticism, a smirk, eye roll, or a raised eyebrow because people resist the notion that they are “in sales,” and that’s what energizes me. To …
Do you think your ability to achieve your goals – sales, personal, or otherwise is possible by cramming in more video calls? Guess again. That’s low-hanging fruit and the easy way to say you are keeping your activity high. But, it’s the same as submitting your resume 100 times online. It’s a black hole, and it’s lazy. Relationships …
Do You Have a Case of Chronic Covid Complacency? Read More »
The pandemic has exacerbated many things. Chief among them realize that we must work smarter to achieve greater levels of success. Every company is now faced with a stark realization: your people are now your competitive currency. Being faster, cheaper, quicker is only as good the people that make it happen. It is not about …
Dear Dennis, It must be a gas to run such an excellent company! I have always loved Boeing, am an ardent supporter and am even a (very small) stockholder. So, Dennis, it’s time we had a talk. People have suffered two terrible and inconsolable tragedies. No question it has a drastic impact on everyone. I still remember …
“Dear Dennis”…An Open Letter to the CEO of #Boeing Read More »
There are to kinds of companies – those that are silo’d and mediocre and those that commit to create a sales culture where people come out of the silo. They collaborate, they have robust relationships and the customer is the ultimate beneficiary. Which kind of company do you want to be? Listen to this important …
Presence and Sales Culture People who know my work are probably thinking that the idea of Presence sounds a lot like the ideas of “Sales Culture” and “Everyone’s in Sales.” And you know what? These people are right. Maybe the key idea of “Sales Culture” is that every interaction we have with people is an …
Succeed (or Fail) Before You Say a Single Word. Part Two. Read More »
Everyone’s in sales, and it begins before you say a single word. It is a fundamental truth. It is an inescapable fact. The foundations of success in life – professional and personal success – are the relationships we build with people — relationships made of like and trust. Relationships honed with honesty, integrity, and responsibility. When …
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 …
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 …
As a patient and consumer of dental services I have come to a conclusion about my experience at my dentists practice. That epiphany, if you will is bit of a love letter to my hygienist and it’s a simple message with some complexity behind it. YOU are the heart and soul of the dental practice …
The Three Words a Hygienist Should NEVER Say! (And EARN MORE Respect along the Way) Read More »