Back From the Lab
Lessons Learned as A Sales Leader of a Technology Startup that Will Benefit My Clients Have you ever questioned yourself? For over 10 years, from 2009 to 2019, I helped B2B companies improve how [...]
Sales Pro: Driving Client Loyalty through Nearsourcing
How often do you retain a client by giving business away? Okay, I don’t necessarily mean walking away from your paying clients but providing them solutions outside of your product or services.
Sales Schmo: Cheap Tires
Last week I spent my late Friday morning and early afternoon waiting for my car to be fixed. I knew coming in I needed new brakes, and oil change and a tire rotation…at least that is what I was [...]
Sales Pro: When Shouldn’t You Give Up?
How many times have you initially lost a deal even though you did everything in your power to win it? You have the better product or service, you’ve been as thorough and complete in your [...]
Blind Spots
We all have blind spots. The irony is, even though they are called blind spots, we generally know what they are and yet we, for the most part, just live with them. We make a decision, to live [...]
Failure = No Values Alignment
Not too long ago I had an engagement with a client end one month earlier than anticipated. I consider it a great failure on my part. Why? Because the first time I met with the CEO of this [...]
Without “Willingness”, Change is “Meaningless”
I’m in the “willingness” business. My task is to come in and collaborate with entrepreneurs, executives and their teams to create better results. My greatest challenge is to sustain the [...]
From Sales Schmo to Sales Pro, Volume 2
Volume 2- Elevate – Step 1 Over the last month I’ve been helping small businesses discover and implement new sales processes. Every time, it is exciting to see the “light go on” with [...]