When I look at the most significant shifts that will come from our journey over the last months and those yet ahead of us, my view is that the role of everyone, not just leadership, needs to take a big move towards what Andrew Carnegie, in the late 1800s, early 1900s, defined as the capability […]

There are a number of truly brilliant folks out there in the world today writing about all things needed to thrive in current times! I read most of them and am often challenged to myself write about something unique and different that adds value for you. I find that much of this work…INCLUDING MINE…can perhaps […]

The new tactical selling approach… there is one…. It's here. Ok, so we have had tons of different strategic and tactical selling anchor thoughts over the years. Things like an elevator pitch, the assumptive close, the cradle to grave close, or the overall thought… ABC.. always be closing. While those are a bit dated perhaps […]

There is no easy way! I had a great conversation with a sales leader this week of a great corporation. He is working his way through reframing the reconstruction of his team. There is no easy way to do this. And he is doing ALL the right things. And he will forever transform his BIG […]

And in the beginning, there was “stuff”.  Folks made “stuff”. Other folks used that “stuff”.  And it was pretty direct.  Then the world evolved and the people that made “stuff” wanted more income so they hired a new breed of a person called a “salesperson” whose job was to go out and find additional people […]