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Selling transparently: It’s not just “being honest” – it’s a requirement for better performance
I get asked constantly, "What inspired you to write the book, The Transparency Sale?" Well, here's the quick story: I was the Chief Revenue Officer of Chicago’s tech company, PowerReviews, who helps retailers and brands collect and display ratings and reviews on...
Confessions of a CRO: How I looked at resumes, and tips to optimize that experience…
As the new year begins, the buzz I’m seeing is that many of you are potentially looking for new positions. I’ve been blessed with so many business friends and acquaintances over the years, that many have been sharing their resumes with me in hopes for a little...
The importance of writing down your goals, then keeping them private (but not a secret)…
Setting goals. Writing them down. Captain Obvious, right? Well, there's more to it than that. A lot more. I'm a believer in writing down goals. A year ago this week I wrote a vivid goal to myself, with the first sentence reading, “This is the year I will publish my...
Five “Not-So-Obvious” Sales Trends For 2019
If you haven't seen it, Jeff Rosset (CEO of Sales Assembly) and I wrote an article for Openview Labs on what we call the five "not-so-obvious" trends sales leaders need to be paying attention to in 2019. This video explains. Check out the article...
The next evolution in sales is here… The Transparency Sale
In case you didn’t see, the book, The Transparency Sale, finally hit full distribution this week. Why did you write a book? I wrote the book because I had a revelation around a non-obvious evolution taking place in the world of sales. I wrote it because it was a...
The Fallacy of Writing a Book
Just finished up day two (out of three) in Chicago’s “Mystery Street Recording Company”, recording the audiobook for The Transparency Sale. Seven hours of audio recorded so far, and one day to go. For those who know me, I’ve been around the block as a rep, a 3x SVP of...
From Sales “Trainers” to Sales “Enablement”: Why Sales Enablement Matters, and What’s Required to Sustain.
This article originally appeared in the Accelerate - A Sales Enablement Community, and can be found HERE. I recently read an article from 2017 listing the top ranked sales books of all time. Being a nerd for sales philosophy and its associated books, something jumped...
The Transparency Sale – Book Progress Report v3
Hi all - We’re almost there...the book is scheduled to release a week from today, November 13th. Here’s a few updates: The book’s design is amazing: The dust jacket is being printed on acetate, making it transparent...and the quality of the hard cover is sparing no...
Didn’t Vote? Kinda Like Deciding For the Status Quo.
Tomorrow is election day here in the US - a day that politicians must feel similar to how salespeople feel on the last day of the fiscal year. It’s my hope that you’ll get out and vote, but, from a decision science perspective, I understand why some of you won’t. SBI...
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