What do you really want? It’s a good question. Some of us have an easy answer, while others struggle to describe what they really desire. Either way, the answer to that question is usually the prevailing theme of our day, whether you’re at work, dinner, or even on vacation. If you’re like me, you constantly…

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I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance?  I know there may be higher callings in life, but this is the path I’ve chosen… and this path has led me to the realization of what is the most important ingredient to not…

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This may sound familiar… You’re attempting to vet a few training providers, and as you navigate the process, you realize that choosing the right firm is far from easy.    Way too often, learning leaders fail to get what they want because there are a lot of intangibles. And honestly, the training providers are better…

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There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. For far too long, sales has been too simply defined by activity, pipeline, and quotas. While those are all extremely important, I think we need better clarity on…

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My opening premise for this topic may fall under the category of “hard pills to swallow,” but hear me out…  As people, we are born self-centered; as salespeople, we take our “self-centered” ways into our attempts at prospecting and selling.  The purpose of this article is to reframe how sales reps should approach prospecting to…

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  There are 3 beliefs that organizations and companies tend to have regarding virtual instructor led trainings (VILTs). Not everyone may subscribe to these beliefs but in general, there is an assumption within our industry that:    Virtual is boring Virtual is less effective Virtual is all the same   While the majority may subscribe…

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