What is Professional Empathy?

“We need to be more empathetic” as sellers. A phrase that I have heard more than normal in the last few months. It’s usually a well-intentioned remark but has become a bit of a red herring IMHO. A great sentiment to be sure however “be empathetic” may misdirect...
Selling in Turbulent times

Selling in Turbulent times

The more things change, the more they stay the same   This article was co-written with Carlos Nouche.   These are unprecedented times for all of us regardless of region, industry, role or age. However, for many of us, we have experienced crises before –...

January as a Spectator Sport

I was reading an article that pointed to research showing that 80% of us fail to keep our resolutions by February… the promise of change, the promise of renewal, the promise of hitting our sales targets, the promise of… well does it really matter what the promise is?...
Why Do We Behave the Way We Do in Sales?

Why Do We Behave the Way We Do in Sales?

There are three questions that I consistently get asked when I do workshops: “Why do we behave the way we do in sales when we know there is a better way?” “How do I become a better coach to my team?”’ “What sales books do you read?” This article will encompass items...
Classics Never Really Get Old

Classics Never Really Get Old

Depending upon your interests, there are some ‘classics’ that everyone enjoys. If you’re into cars it might be the GT 500R Shelby Mustang. If music is your thing perhaps yours is Exile on Main Street by The Stones. Or it could be Casablanca if you’re a movie buff. For...
The Power of Incremental Improvements

The Power of Incremental Improvements

We at Visualize spend a lot of time working with individual contributors who have one major concern as it pertains to building a sustainable ‘practice.’ How do I improve every day and make my way towards becoming unconsciously competent? To translate, how do I build...
The Importance of Process (and it’s Not What You Think)

The Importance of Process (and it’s Not What You Think)

Funny little things set me to thinking. And usually about all things sales, or refereeing, or golfing, but, in this instance, it was sales… and sales process in particular. Recently, I was arriving in Bangalore for a session with a group of new hires. In any country...

The Importance of Continued Learning

There is a book that has been on my bookshelf for years. It gets pulled out numerous times every year and is as relevant and timely as it was when it was first published in 1989. That book is “The 7 Habits of Highly Effective People” by Stephen Covey. This was one of...

“We Treat Our People Better Than Anyone Else.”

“We treat our people better than anyone else.” This was a response received during an internal workshop 20 years ago and it has stayed with me ever since. The question was: “What makes us unique from our competition?” We, at the time, were in a highly competitive...