Find their Leaky Roof

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

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...
Be a Lighthouse in the Storm

Be a Lighthouse in the Storm

We’re now more than 4 months into our “new normal”, and things don’t seem to be changing anytime soon. With so much doom and gloom in the news, how can we as salespeople be expected to continue performing at our pre-lockdown production? It’s simple, we can be the...

Leveraging Technology – Our New Normal

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...
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 –...
It’s Not About You…It’s About Your Customer

It’s Not About You…It’s About Your Customer

It’s not about you…really! I’m sure you’ve heard it said in many different ways: “You were given 2 ears and 1 mouth…use them proportionately” “You never learn anything by talking” “Most people listen with the intent to respond…not with the intent to understand” So, we...

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?...
You Can’t Game the System

You Can’t Game the System

In a recent post on his blog, Seth Godin compared ‘hacks’ and scientific experiments to one another. He explained that hacks are focused only on the outcome of a scenario, while anyone searching for fairness and utility rely on a process. And, that reliable...
To Pitch or not to Pitch?  That is the Question.

To Pitch or not to Pitch? That is the Question.

The question of whether to teach salespeople a product pitch, or not, comes up consistently, especially in technology and software sales.  In fact, many organizations start training new hires with standard product pitches and even have competitions to see who has the...