Co-written with Juan Kingsbury, Founder, Career Blindspot When Bob Dylan sung about how “The Times, They Are...
Four Sales Takeaways After a Life-Changing Year
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Post-Pandemic Optimism: Prepare Today for the Second-Half Surge
It’s hard to deny that there's a palatable optimism out in the world today. Each day, I hear people making plans for...
Pent-Up Demand: Are You Ready for What’s Next?
I recently returned from maternity leave – which, along with my pregnancy, was a 12-month stretch that roughly tracked...
Sales Agility in a VUCA World: 10 Keys to Separating the Agile from the Fragile
It’s the turn of the 20th century, and like most salespeople of this era, you are riding a company horse from business...
Assimilating Your Sales Teams in a Merged Company Environment
The great Greek philosopher Aristotle once proudly pronounced that “the whole is greater than the sum of its parts.”...
The Keys to Shortening Your Sales Cycle
For cash-starved companies dealing with the lingering impact of the COVID-19 pandemic, new deals can’t be closed fast...
Avoiding Acts of Random Sales – How to Shift the Conversation from COVID
With an internal soundtrack fueled by Willie Nelson’s hit tune, “On the Road Again,” or perhaps with the melody of the...
Managing Your Remote Sales Teams in the Era of Work-From-Home
Virtual Sales Management As you are reading this blog, it is our hope that you are both safe and healthy, and also...
How To Sustain Sales Performance While Sales Are Inactive
Maintaining Sales Performance Seemingly overnight, the business world, as we know it, has changed, albeit temporarily....
Committing to Sales Training For the Long Term
Sales Coaching Reinforcement for Lasting Change When last we met, we discussed the importance of embracing change as a...
