The Future of Sales – Sales is Service

The Future of Sales – Sales is Service

“Buyers know more nowadays” – that’s a quote not only from today, but also from Thomas Herbert Russell’s 1912 book, Salesmanship. Why has sales flourished, with 110+ years of worry about the proliferation damaging the profession? Because...
When Did Cold Calling Begin – A New Discovery

When Did Cold Calling Begin – A New Discovery

A recent find has provided a new perspective on the beginning of telephone cold calling. When you Google it – one article has it beginning…before the telephone was even invented (duh!), and most others point to the 1950s. However, there was a company...
What Tom Brady Can Teach Us About Career Decisions

What Tom Brady Can Teach Us About Career Decisions

Tom Brady, the GOAT of NFL quarterbacks, just experienced an emotional low. That is NOT the time to make a career decision for a professional athlete, or YOU! Don’t let the recency bias of emotion influence decisions that you can never get back!
The Transparent Sales Leader – Coming Spring 2022

The Transparent Sales Leader – Coming Spring 2022

As a salesperson, I always had a process…a structure. As a sales leader, I was a dog chasing a car down the street, never knowing where it was going. I had no structure. I had no process. So I created one. The Transparent Sales Leader combines structure with...
Transparent Expectation Branding. Why not?

Transparent Expectation Branding. Why not?

Can B2B companies brand expectations like B2C? Why not? Here’s a ~ 3 minute video discussing IKEA, and how B2B may be able to learn how to brand expectations to disarm and crush their competition, streamline their pipeline, win more often at a lower cost of...