This week I leave for Chicago to join other sales leaders for a half day summit with speakers like Jill Konrath, Trish Bertuzzi, Colleen Stanley, Jeanette Nydenm, and Bernadette McCellland. I'm honored to be on the panel discussion with Nancy...
For years now we have been told that the age of the buyer is approaching, when the reality is that it has been here for a while. It started in 1993 when the Internet became available for commercial traffic. It has taken us this long to start...
When we were deciding on a name for what it is that we do, it was difficult. It's doing what it takes to help your buyer's buy the right thing. So what does that mean?
Having been to every single INBOUND conference, you can imagine that it must get difficult to top it year after year. This year was very different for me. First, it came on the heels of my sister's wedding, the launch of the new business, and the...
***Note: this post has been updated- click here to get the latest.***
How has the Internet changed your life? Your relationships? The way you do business? If you have been around for more than 20 years, you know.
Before the Internet, salespeople...
This will be my 7th year in a row attending the Inbound conference. The fact that it is somewhat local for me has something to do with that, but it has more to do with a cosmic alignment of mindsets that keeps me coming back year after year. And...
My 17 year old just started his first job at a retail store. His first sales job!
After the first week, he came home shaking his head at how people buy. He couldn't understand why someone would come in, try something on, love it, but put it back...
The credit for the headline goes to Trish Bertuzzi of The Bridge Group. She has said it before, and most recently during a conversation on LinkedIn that was started by an update that Mike Kunkle made:
“It's only Tuesday. I've already had 5 authors...
As a sales coach, one of the things that I think is great about the HubSpot CRM is the ability to listen to recorded sales calls to see how well coachees are actually executing on the strategies we help them develop and role play.
It's amazing how...
Have you, like nearly every sales person ever, wondered why some people never return or response to your email, voice mail, proposal, request for approvals on work, or for more information?
Why do prospects suddenly disappear when you thought...
