There is no end to the number of technological tools designed to create efficiency for salespeople and sales organizations. As useful as some of these tools are, there are greater and more challenging inefficiencies that result in poor sales…

What follows is a true story. No names are used to protect the guilty.

The salesperson was preparing for his big presentation. He had 107 slides in the deck, covering everything from the founding of the company to the executive leadership team to…

There are two types of presentations, and they are very different. Because your audience has different expectations, choosing the wrong presentation type may cause you to fail in achieving your outcome, whether that be to inform, inspire, or

I don’t watch the Academy Awards anymore. I love the movies. I love storytelling. And I love to watch what a group of creative people can put together. But the Academy doesn’t understand their medium or their audience.

The Hollywood insiders care…

Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you…