In sales leadership, focusing too much on the past can cause us to miss what’s right in front of us. And while hope for the future is important, it’s not the same as being prepared to respond to the challenges…
I’ve always had a deep love for music across genres, artists, and songs. So, when one of those light-hearted Facebook challenges popped up, I couldn’t resist joining in. But, of course, I had to add a twist—I decided not to…
I always find it insightful to revisit the definitions of words and reflect on their implications, especially in our evolving professional landscape. As we observe Labor Day in the US, I’ve been contemplating the idea of leadership as labor, particularly…
Early on in Section 3 of Selling Your Way IN by Kristie Jones says “it takes a three-year commitment to the same company or at least in the same market and industry” to be successful in sales. Perhaps even more…
belief in the prospecting fairy is NOT a successful strategy For years I’ve talked about knowing who your ideal customers are; as well as what they look like, sound like, act like, buy like (because how will you recognize them…
Start with YOURSELF! “what you really want and how you define success” page 57 Selling Your Way IN the book came out yesterday – I’m recommending it to anyone who is thinking about a career in sales… or is unsure…
Tomorrow, Kristie Jones’ book Selling Your Way In comes out – from a leadership perspective, what to ask when you’re creating and/or interviewing for a sales role will make sure your team is full of people who will bring your…