My Top 6 Resources After 2020’s Virtual Housekeeping
At the end of each year, I conduct a "virtual housekeeping" activity where I comb through my digital channels [much of which collects digital dust by the end of the year]. This exercise allows me to start each new year with a clean digital slate and allows more mental...
Is your deal at risk? Ask these 5 questions to find out.
It’s that time of year…quarter close and, in many cases, fiscal year close. There’s nothing like it to turn up the anxiety for sales professionals. Each year there are many articles written on how to close the quarter strong. There’s no magic, and I don’t have any...
It’s not what you say, it’s what you ask.
There’s an adage that asks the question, “would you rather be told something, or discover it for yourself?” It’s no surprise that when a prospect is helped to uncover information on their own the impact is more meaningful than if they were told the same information...
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...
Find their Leaky Roof
Given our current times, I’m sure you’re finding decisions are moving up by at least one or two levels in authority; deals today are under much greater scrutiny. As organizations try to find their way through 2020, deals that do get approved must be associated to top...
Finding the Right Role
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...