Who's In Charge? (Driving Action in the Absence of Order)

We live and work in a world of living, breathing people, full of emotion, multi-generational and each of us having varied life experiences.  Scenarios might include a CEO 10 years your junior, arriving to work at 10am after their Crossfit workout. You are surrounded...

Are you selling integrity or solutions?

Never have I heard someone say they are buying based on integrity. They will not hire you if they sense from you that you’re dishonest or shady and they’ll definitely fire you if you lack integrity but NEVER have I heard that they are buying services...

What to Include in your Business Development Report

Here’s a list of measurable items that belong in a weekly business development report: 1. Number of calls/emails or companies pursued: In some instances, you are pursuing multiple individuals inside a company which may impact the number of companies pursued...

Why are we meeting?

Here are a few things that go through my head if I’ve agreed to a business meeting or having a conversation with you.I’m sharing my thoughts because my personality profile represents 80% of the decision makers that you sell to: 1. How long will this...

What Your Boss Cares About

After having been a sales professional for a good part of (this) professional life, I’ve learned what to bring to the boss and what not to bring to the boss, or those to whom you report your sales outcomes and activities. One way to find that out is to ask what...