3 Reasons Sales Leaders Are Losing Their Jobs
[When I was back in corporate America, I remember moving from one role to the next in order to learn as much as possible and “climb” my way up the corporate ladder. I’d move from the field to marketing, to sales management, back to marketing, then to a higher level of sales leadership, all the […]
Great Leadership: Connection or Credibility?
[We have all worked with leaders that are on different parts of the “greatness scale.” Some landed on the high side and inspired us to work better, harder and faster. Those on the low side had us brushing up our resume. What was it that made the great leaders so great and the others not-so-great? […]
The Brain Chemistry of Trust
Get ready. This episode of the Science of Sales podcast will explain some things you instinctively felt, but never knew why, and can help you tap into the science behind creating authentic, deep relationships. In this episode, Jeff discusses: How connection takes an old adage to a whole new level What chemicals like oxytocin and […]
How Adopting From India Reinforced My “Why”
To my normal audience out there who might be used to articles and information on sales and marketing, I am taking a bit of a detour to share something a little more personal. My hope is that by the end, you will have found something in this article that inspires the “inner you” as well. […]
Are You Getting Left Behind? The B2B Social Selling Wave
In 2002, Reid Hoffman and a few of his buddies came over from Paypal and SocialNet to start a networking site called LinkedIn. They knew people had extensive networks of people with whom they had built trust over several decades. After all, people buy from people they trust. What started with just 6,000 users the […]
The 5 Bad Habits Every Sales Leader Must Break – Immediately
Over the past two decades, I have been a sales leader and I have coached countless numbers of them. In my experience and the experience of all the leaders I have coached and interviewed, there are five bad habits that many unconsciously develop that prevent them from exceeding their revenue targets, developing themselves into great […]