PinnedAristotle’s Timeless Wisdom for Modern Sales SuccessAristotle (384–322 BC) was an ancient Greek philosopher and polymath who made significant contributions to physics, metaphysics, poetry…Aug 31, 2023Aug 31, 2023
PinnedThe Rule of ThreeThree Dog Night (wow really dating myself) sang that “One is the Loneliest number” I was advised in the olden days that the best way to…Feb 1, 2023Feb 1, 2023
PinnedNegotiation TipsOver the last several, I have had the opportunity to coach and train sellers on the art and science of negotiation. New or less…Feb 16, 2021Feb 16, 2021
PinnedCoaching The Millennial Salesforce (Part 1)Over the last several years, I have had the opportunity to conduct approximately 1000 sales coaching sessions, with a diverse set of…May 3, 2018May 3, 2018
Client Value, like Beauty, is in the Eye of the BeholderMost have heard the saying that beauty is in the eye of the beholder. In the world of business value, is much like beauty, inherently…Jan 14Jan 14
The Resilient Seller’s Guide to SuccessIn sales, if you aren’t losing…. you aren’t winning. What can go wrong often will. Deals fail will stall or fall through the cracks. A key…Dec 2, 2024Dec 2, 2024
Outthinking the competitionYou don’t need to be in sales long until you are inundated with a plethora of systems, approaches, and programs. Each one claims to offer…Aug 28, 2024Aug 28, 2024
The Advantage of LinkedIn Collaborative Articles for B2B SellersIn B2B sales you need every possible edge .It does not matter what your role is. If you are client-facing you have to establish a strong…Aug 9, 2024Aug 9, 2024
How to Build a Strong Personal BrandThis is Part 2. You can read Part 1 here: Personal Branding: A B2B Seller’s Secret Weapon — Part 1Apr 26, 2024Apr 26, 2024
