by chris | Dec 22, 2017 | Sales Leadership, Sales Process
Who did you have a significant impact on this year? The past few days I’ve been thinking back on the year by asking myself that same question, and I came up with a long but shallow list. I can list a lot of people I’ve impacted, but at the same time I...
by chris | Nov 10, 2017 | Sales Leadership, Sales Process
Recently I attended a conference where suppliers and customers were both in attendance. Following up after the conference with several of the customers, I was shocked at what they had to say about several suppliers who were there. Their comments were negative and...
by chris | Nov 3, 2017 | Sales Leadership, Sales Process
If we want our customers and others to see us as a sales leader, we have to ask ourselves if we’re living up to personal leadership. Each week we hear of another leader — whether it be in business, sports, politics or society in general — being taken...
by chris | Oct 6, 2017 | Sales Leadership, Sales Process
There’s a lot of talk about how leaders need to be “all in,” and I’m a firm believer in it. The same applies to salespeople at all levels. We have to be all in with those with whom we come in contact. Recently, I was working with a salesperson...
by chris | Sep 29, 2017 | Sales Leadership
The sign said “Crocodile Safety,” followed by the words, “Very Low Crocodile Risk.” Seeing a sign like that, I naturally began to wonder what they mean by “very low crocodile risk.” Does low risk mean the worst case is...
