Sales Leadership

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On Leaders and Culture

Culture is what takes over when leadership and management isn't around.

Culture is what takes over in those moments of truth, when a decision makes a difference--for good or for ill.

Culture is what happens when the organization's real values…

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10 Laws for Leaders

  1. Give your team credit for the victories. Your team did the work. They did the heavy lifting. Take none of the credit, even when it was your idea and even when you worked harder than anyone. The victory belongs to your team.
  2. Take the blame…
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Make This Go Faster

The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge,…

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Adjust Your Own Mask First

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…

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