Today is Friday the 13th, and it seems like all week long I have been witness to example after example of fear controlling how people around me behave. Maybe it is the full moon this week, or people’s reactions to the pending inauguration of our...
I am not, nor have I ever been, a morning person. Even at birth, I didn’t want to ‘wake up’ (I was 4 weeks over my due date- keep in mind this was in the 70’s…)
In grade school, I got scolded a lot from my mother to ‘get back to bed’ when I would...
Being the oldest of five, I had the fortunate experience of being the first to try things out. Phrases like “I can do it myself!” were common vernacular. To which my Nana and mom would often say “No one is an island, we are all connected. So stop...
A few weeks ago I wrote about one of our clients whose sales manager who still sold and would take opportunities from him. He was a generally toxic manager that was a burden to work with.
On a previous coaching call when our client, let’s call him...
It’s the end of the calendar year and the topic on everyone’s mind, in their inbox, and at the water cooler is- how do we close these last deals? What do we need to pull out of the hat to meet our goal in these last days? What can really be done to...
Ever tried to move furniture with someone who assumed you had your end of the couch? Only to find as it tumbled down the stairs that you didn't in fact have it? They believed you did though- so they acted accordingly.
I often get strange looks when people ask what I do and I reply; "Eliminate the headtrash that prevents salespeople from getting customers." Usually the first question is; “What do you mean by headtrash?” Followed by; "How does that prevent them...
This past week I had drinks with a salesperson who had recently started a new position in a company. It was a new type of role for her. Rather than being in an office, she worked remotely and independently. The majority of her internal and customer...
*Today's guest post is from Nichole Stohler, a current client who is dedicated to helping CIOs and CISOs take a risk-based approach to information security by developing a strategic and holistic data protection plan and the tools and resources to...
There was a recent conversation happening among sales leaders, managers, and representatives around the question “Does mastering the fundamentals lead to improved sales performance?”
No surprise that the answer was yes, of course it does. What did...
