It's all about behavioral change. For me, anyway. After my conversation with Jennifer Fondrevay, for her, too. We found that we had a lot in common because we were both focused on how to change behaviors in ourselves and encourage them in others. 

And while you all might think that Buyer First is about putting your buyers first, which it is. But it's really about how you change the behaviors and mindsets that support or hinder those behaviors so that you can be Buyer First. 

At the manager level, how do you change not only your behaviors but also the behaviors of your team?

Just last week, I had a conversation with the manager who went through our Buyer First approach for managers. 

He said that not only has he seen improvements in the teams and their behaviors, but his own behaviors have also changed. And not just at work but in his personal life. How he interacts with his wife, kids, family, and friends has shifted for the better.

Change is inevitable. But behavioral change?

That’s the hard part. Whether you're leading a team, a company—or yourself—how you respond to change will define your success.

LIVE: MONDAY, JUNE 23 | 12PM ET | 9AM PT

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• Why behavior—not strategy—is what makes or breaks transformation and much more
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How do you recognize who can and will change those behaviors and those who will fight against them? 

And at the leadership level, what is the culture that you create that inspires certain mindsets and, therefore, behaviors? 

After reviewing the analysis of their sales, teams, managers, and leadership, one CEO told me in front of the entire executive team and board that this was on us. 

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We've created a culture that has cultivated these mindsets and behaviors, inhibiting our ability to grow sales.

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I am really excited to have this in-depth conversation with Jennifer again next month. She focuses on the culture and leadership level, and I focus on the individual behavior level. There's so much overlap where we meet. 

And this doesn't just apply to sales and sales management and leadership, but to business and personal relationships. 

We'll discuss symptoms to look for in your business, organization, or self and their impact on your goals.

We will also share strategies you can try refining to help you adopt the behaviors that move you and your team toward your goals.

If this resonates with you—bookmark this post, share it with your team, and start paying closer attention to the behaviors (and mindsets) shaping your outcomes.

✨ And don’t forget to save the date:
Join Jennifer Fondrevay and me live on June 23rd at 12PM ET for a no-fluff conversation about the behavioral and cultural shifts that drive real change—before the next big shift hits.

We’ll share what’s working, what’s not, and what to do about it.

➡️ Got questions or stories to share before then? Drop them in the comments—we just might feature yours.