by chris | Apr 21, 2017 | Sales Leadership, Sales Process
It seems everyone is talking about the unfortunate situation United Airlines had recently. I’m tired of hearing about it and I’m more tired of hearing how people are bashing every United employee they can find. I spend a lot of time in airports and...
by chris | Apr 14, 2017 | Sales Leadership, Sales Process
As many of you know, I am a big advocate for continually learning. I believe it is the only way we keep our sales skills sharp and our awareness high on new opportunities that may come our way. As a leader, how strong of a learning advocate are you for the people you...
by chris | Apr 7, 2017 | Sales Leadership, Sales Process
I got called out in an email recently by a person I didn’t know but clearly knows me. He said he was shocked I would make a comment on LinkedIn about an article that had a questionable picture. No, the picture wasn’t sleazy, but there could be some...
by chris | Mar 10, 2017 | Sales Leadership, Sales Process
A question I like to ask sales managers and senior managers of companies I’m working with is, “What’s your culture like here?” It’s amazing the types of answers I get. The best-performing companies always share with me an insightful...
by chris | Mar 3, 2017 | Sales Leadership
I talk a lot about the role of leadership in sales and how the way others see you determines how they treat what you say. Leadership is about making a positive impact and influencing them in a manner that encourages them to achieve a greater outcome. The more we look...