I have heard that “culture trumps strategy every day.” I would tell you that momentum trumps all- including in landing large accounts. Athletes can feel […]
Weekly Tip: Are You Overthinking Things?
Often times highly analytical people and companies over think data and decisions when what is needed is less speculation and more action. In the world […]
Weekly Tip: Help Your People to Be Money Smart
Ask these questions to your employees: How do we make money? What is our biggest cost that we control in our service or product? How […]
Weekly Insider Tip: 3 Assumptions to Stop Making
INSIDER TIP OF THE WEEK What if I told you that there are no villains, idiots or jerks in the world? (First, I’d be lying, […]
Weekly Insider Tip: Prospecting Senior Executives Is Easier Than Ever
INSIDER TIP OF THE WEEK Every time I ask the question if prospecting senior decision-makers is easier or harder than it used to be, there […]
Weekly Insider Tip: 5 Sales Clichés That Are Dead
INSIDER TIP OF THE WEEK As sales people, the following ideas have been fed to us as truths all of our lives. Maybe they were, but […]
Weekly Insider Tip: It’s Always About Relationships, Just Never Only About Relationships
INSIDER TIP OF THE WEEK I’ve been spending a lot of time recently with a certain generation of sales people, my generation of sales people. […]
Weekly Insider Tip: Add SALT to Tough Pitches
INSIDER TIP OF THE WEEK A client of mine was looking for a pep-talk for a series of upcoming Hollywood pitches. These are the TV/Movie style […]
Weekly Insider Tip: The Elevator Speech is Dead
INSIDER TIP OF THE WEEK There are entire books and seminars devoted to writing an effective elevator speech. This is the mythical compelling summary of […]