Unless today’s your first day in sales, I feel like a new year needs a reKick-Off rather than a kick-off. Why? You aren’t starting from scratch, you’re starting from where you were yesterday – backed by everything you’ve already learned and…
Years ago I did an exercise suggested by my colleague and friend Karin Bellantoni where I asked a selection of people for words they would use to describe me. It has me thinking (not a shocker) about perception and reality. This brought me…
December 21st at 10:27 p.m. becomes winter where I live. 9 hours, 15 minutes and 18 seconds of daylight. The shortest day of the year always reminds me how important it is to look for bright spots on the darkest days of the…
Here is an idea; Ditch methodology designed for mules and start motivating your team as PEOPLE. The traditional carrot vs. stick metaphor comes from urging a mule to move forward by hanging a carrot in front of it while having a stick to hit it…
https://youtu.be/4W6q4w2lBgw?si=-xhCflVwqTyQ31rk The new year is almost here with new prospects and new ideas. Your sales plan needs to reflect that. Don’t just cut and paste last year’s plan into a new document and update the year. Ask yourself: This time next…
2023 research shows “the average number of stakeholders contributing to a purchase decision is 11.4”in case you’re curious, 2016 it was 6.8… up from 5.4 in 2014. Instead of looking for the ace, you need to begin to build the…
Too often we dive headfirst into the whirlwind of our day, with its promise of lofty goals and the thrilling chase to the finish line. Today is Thanksgiving in the US. I find it fitting to hit the pause button, if only…