You might be an old-school sales leader if…
If you believe your employees are leaving because you’re not paying enough, your problem-ship probably left the dock long ago, and you missed it. Had a fun discussion while teaching a sales leadership workshop in Dallas yesterday. It’s rare when everyone agrees on...
If you’re not getting smarter, yer gettin’ dummer. (aka: why I hired a speaker coach.)
Yesterday was day one with my new speaker coach. “What are you doing that for? You’re already a great speaker!”, asked/exclaimed my mom, when I told her about it during a recent visit. (She’s supposed to say that, right?) “Who told you that you needed...
Pilots, Test-Drives and Trials: To do them, or not to do them
Imagine you are trying to sell your house. The potential buyer says, “I want to pilot it first. Before we buy, we want to test-live here. Ideally, we’d like to move our stuff in, too. We’ll enroll our kids in the local school. We’ll throw a party and invite the...
Effort: A little goes a long way…
Here is the first sentence of three recent cold reach outs. Which one do you think I accepted? “I strongly believe I can help your company grow by creating strategic deals at the B2B Enterprise Global Scale.” ”I noticed we share 4 connections, so I thought I’d reach...