Five Lessons For Starting a Speaking Career So you want to get into speaking? Recently, I was invited to speak to a group of individuals exploring how to get on more stages and establish themselves in the speaking world. I did it by accident, but I have some...

Is Negotiation Broken? How the SaaS and AI Era Changed Everything Is it naive of me to think that traditional negotiating approaches are no longer sustainable? Am I biased? Fundamentally, sales is still sales. Arthur Sheldon’s definition from 1924 is still as true...

Your First 30-60-90 Days As a Sales Leader A few years ago, I was invited to interview for a Chief Revenue Officer role at a tech company based in Chicago. I was the 13th candidate they had interviewed for the role. The question you’d expect to be asked came up:...

The Impact of AI on Sales: A 70-Year Perspective Every few weeks, I hear, “Todd, this time it’s different. AI is changing everything. We’re in the greatest sales technology revolution of all time.” Maybe. But then I, again on a Friday night (nerd), read an article...

Is the Cost of Inaction Strategy Hurting Your Long-Term Revenue? I’ve read the research. I believe the research. “People are more motivated to avoid pain (loss) than to pursue pleasure (gain).” It’s called Loss Aversion, and it was masterfully researched and...

Negotiating Keynote and Workshop For Your Sales Team - The Description I've built my business around two key deliverables - tailored keynote speeches for organizations, primarily customer-facing teams, and training workshops. Underneath those deliverables are...

The Seasons of Sales Enablement For individuals who do what I do (keynote speaker, sales and customer-facing team training and workshops, revenue and sales leadership training), there are seasons. While one may argue it's another example of short-termism in...

Sales Negotiations - The Way Forward “Is not the salesman who sells goods to one customer at one price and to another at another price, a thief? Is not the house which allows its salesman to do this an accomplice to this crime of theft?” This is the beginning of a...