“Every conversation is a selling moment”. This has been my signature message and a mighty cornerstone of my keynote and workshops on sales culture. 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
The Day I Learned I Had Cancer was the Day I Learned about Focus.
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
Collaboration without Consequences
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
A Sales Culture is a Competitive Advantage.
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
Wells Fargo is NOT a Sales Culture. Part Two.
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 One.
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
‘It wasn’t a sales culture …’
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
The New Sales: Numbers AND Culture
Numbers don’t lie. Unfortunately, they don’t always tell the whole story. New market research on the printing industry reveals why your sales strategy should be focused on the “Big Fish,” but that’s only the starting point. The next step you take is just as important as the data itself. We are big fans of market
The Three Words a Hygienist Should NEVER Say! (And EARN MORE Respect along the Way)
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
Vulnerability is Money in the Bank!
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
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