Your company has its own DNA. It isn’t exactly like any other company, even if you are in the same line of business, and even if you sell the same thing. This means that what is right for one company may in fact be wrong for you (even if you…Continue Reading
There are a lot of lenses through which you can view things. Your sales process is a conceptual framework from which to view sales. The methodologies that you use are also lenses on how to think about certain ideas. I study human achievement,…Continue Reading
The safety announcement on an airline reminds you that, should cabin pressure be suddenly lost, you are to adjust your own oxygen mask before helping the person sitting next to you. Can there be a more perfect metaphor for sales managers and sales…Continue Reading
When someone in leadership role resorts to yelling, screaming, cursing, stomping their feet, and banging things around in order to get something done, it is an indication that they lack influence, lack real authority, and lack resourcefulness.
“I want to make sure you understand how our country is different.”
No matter where on Earth I visit to speak, this statement about “cultural differences” is always one of the first statements I hear. I agree to listen and learn. But rarely do…Continue Reading