Why Sales Teams Are Struggling to Perform in 2021
Over the last year, 2 dominant themes have surfaced for most businesses; almost regardless of industry. First is supply chain issues worldwide and the impact on ordering and logistically receiving raw materials and products. The second is people, in particular, hiring, developing, and retaining staffing. The global pressure to find not just employees, but good […]
The Art of Storytelling
Once there was a business professional who was highly trained to communicate with product or solution expertise. Each day as she grabbed her briefcase and headed out for her daily adventures, she was filled with a sense of joy, hope, and optimism. One particular day the sun was shining, her car was clean, her favorite […]
Virtual Pictures
Here we are closing in on the end of May, and many of us have been at home hosting or sitting on virtual calls at an unprecedented pace. I went back and looked at my calendar over the past four weeks, and I have either hosted or sat on the following technology platforms: Zoom, Microsoft […]
Checklists – A Powerful Tool for Change and Execution
“Boost – Check – Change – Check – Rich – Hot – Both – Try Start – No Start – Mayday – Mayday – Mayday – Land The Plane”. For those of you that have taken flying lessons, you will fondly recognize this or some form of it. It is what we, in the […]
Gaining Commitment – It starts at the beginning
If you Google “Trusted Advisor” for sales, you would find all types of blogs, articles, and buzz around these two seemingly simple words. Let’s take a second and breakdown the words “Trusted Advisor” according to the Oxford Dictionary: Trust – assumed reliance on the character, ability, strength, or truth of someone or something. One in […]
Barriers: Don’t Fear the Orange Barrels
I remember years ago driving home to Ohio with my family after a beautiful vacation in Hilton Head, SC. The music was playing, the windows were down, everyone had their nice bronze tan, and we were cruising along as we entered the mountain phase of the trip. Suddenly, I look up and there it was […]
Value Clarity: Beware of Knowledge Dumping
Mastering the Customer Conversation It’s hard to believe, but 30 years ago (this May) I was graduating from Miami University in beautiful Oxford, OH. After graduation, I had the fortunate opportunity at the age of 21 to enter the Pharmaceutical Industry as a territory manager. Have you ever received an opportunity where you felt the […]
New Year, New You? How Peloton Changed My Perspective
]Mastering the Customer Conversation On January 8, I received a great e-mail from Apple titled, “Keep Your New Year’s Resolutions – you’ve got goals for 2020. We’ve got apps that can help you reach them.” Thanks, Apple! Then I began to wonder why this email came out on January 8th instead of the last week […]
Anchors Away – How Your Subconscious Reference Points Drive Your Buying Behavior!
Mastering the Customer Conversation Hang on everybody. We are heading into the whirlwind of the holiday frenzy over the next 30 days. Sources report that the craziness actually begins in September! Let’s be honest, in the US, we really have two new non-official holidays in this country – “Black Friday” and “Cyber Monday.” The holiday […]
You’ve Got Problems? – Well, I’ve Got Watches!
Mastering the Customer Conversation If you have been to New York City at any point in your life, you can probably close your eyes and visualize the food and merchandising street vendors as you walk through the streets and maneuver around the traffic, beeping horns, smoke coming up from the streets, and the constant scaffolding […]
