It snowed here in Denver last week and today’s high is 82°F – I am jazzed about the upcoming golf season, already had some reinforcement with my coach and got fitted for new wedges 🥳. As I think about conducting effective business conversations, I can’t help but draw...
How many times have you translated positive feedback into a buying sign and convinced yourself that you are in a favorable situation only to find out later that you were wrong or maybe just overly optimistic? Guilty! Maybe during that initial discussion, the prospect...
It seems like overwhelm is a common state these days. As a salesperson, it’s likely that some of your prospects have a lot on their desks and are having their own difficulty identifying what to do next. This may mean they shy away from making decisions. Even if...
Under normal circumstances, I’d receive a few requests a quarter for career advice. As of late, this has increased. Friends and colleagues, including their recently graduated children seeking guidance to find a job – those straight out of school or seasoned...
Last week’s activities for me included several virtual meetings and a training workshop for (27) new associates, scattered across Asia, working from home. Virtual Instructor Led Training (VILT) has been a reasonable option for a very long time; however, our current...
This photograph was taken in 2011 of my son, JW, and me on the day he learned to ride a bike. It is one of my favorite memories, followed closely by the same moment had with his older siblings 😊. When children are able to master a skill on their own for the very...
The end of 2019 is quickly approaching and if you’re like me, you might be feeling a little pressure regarding prioritization of your time as you close out the year and prepare for 2020. It’s important to understand your customer's buying cycle. According to a study...
Working with salespeople around the world, I often see well-meaning professionals who simply lack direction. Don’t get me wrong, their intentions are good and, in many cases, they work hard. They prospect, pitch product, fulfill customer requests, create proposals...
At the beginning of the year, we ran a poll asking alumni to share the biggest challenges they expected to face in achieving their professional goals or targets for 2018. A large number of sales reps indicated that finding enough prospects was a leading challenge. 2...
I’m on the first flight to San Jose and, if all goes well, I’m in Los Gatos for lunch with a major video streaming company. We’ve been working with a VP there for six months – the expectation is that today we’ll get the green light on core routers in the data...