March 24, 2021
How bad advice changed my business…and it can change yours, too!
Research shows that empathy skills in first-generation smartphone users have dropped by 40%. Forty percent!
Increase Your Sales Tag
Increase Your Sales Tag
March 17, 2021
In the world of virtual selling, be a Sean…
The traditional view of achievement, like the traditional view of sales success, needs overhauling.
February 24, 2021
February Round Up
This month's round-up features content about creating the right buying experience, why demos don't always matter, and the number one skill you need in 2021
February 10, 2021
What does it mean to have your heart in selling?
Talk to successful salespeople and youβll find that they have one thing in common. They not only lead with their heart when connecting with others
December 30, 2020
2020 Round Up and FREE Resources for 2021
This has been a tumultuous 12 months, a harrowing ride through reinventing ourselves, reevaluating whatβs important, and learning to create connection across the digital divide.
December 10, 2020
Is There a Reason You’re Not Doing Your Homework?
It used to be the only way we could discover a prospectβs needs and objectives was to meet over a cup of coffee or perhaps by telephone. Today, you must do your homework
December 3, 2020
November Round Up
Can you believe it? We only have one month left of 2020. Before we take a deep dive into the final month of the year, let me share with you my top 3 LinkedIn sales videos from November
November 13, 2020
What will they say about you?
In his book Character, David Brooks discusses the difference between resume virtues and eulogy virtues. βResume virtues,β Brooks reminds us, βare those skills you bring to the marketplaceβqualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand
October 21, 2020
The Fortune is in the Follow Up
Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two
October 7, 2020
in Productivity
Resist the Sales Rabbit Hole
Last year, I had the good fortune to see the premiere of producer Jeff Orlowski's documentary, The Social Dilemma, in person at the Sundance Film Festival. The documentary shows how technology companies encourage us to spend more time on their platforms by creating algorithms
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