#FindDigger – How NOT To Handle A Business Mistake
Five years ago today, the unthinkable happened to us, a dog family. It was the start of an insane nightmare. Before I tell the story, let me start with the end… If you are in business, you will screw up. You will make mistakes. You will upset customers. Winners own...
Should part of sales comp be tied to renewal?
It’s 2015. Three people walk into a conference room: CEO: OF the fastest growing tech company in Chicago. Me, who we’ll refer to as “Todd”: SVP of Sales for said company, pre-Transparency Sale. Future Todd: from today, post-Transparency Sale...
Was Tommy Boy right? The purpose of your sales presentation
Tommy Callahan (from the movie Tommy Boy) may have been on to something! What is the purpose of your sales presentation? I would argue… …the objective of a sales presentation is to bind the audience around a feeling. It’s not to convince. It’s not to...
Selling is Teaching – But If We Don’t Know How We Learn…
“If we don’t know how we learn, how on earth do we know how to teach?” – Leo Rafael Reif, President of MIT I teach. It’s the primary purpose of my business. You probably teach, too – if you’re in sales, marketing, leadership, enablement, etc. Everything...