Customers

Falling in love with helping customers and transforming their business

Falling in love with helping customers and transforming their business

To many, sales is monotonous, an endless cadence of block and tackle, kick and punt; or ruck and maul if…

Workplace Value Is Defined by These Two Things

Workplace Value Is Defined by These Two Things

I’m going to let you in on a secret about your boss and the other people above you; the ones…

The Element Of Surprise

The Element Of Surprise

Never interrupt your enemy when he is making a mistake. – Napoleon Bonaparte Human brains are hard wired to react…

The Era Of Personal Brands Is Now. Are You Ready?

The Era Of Personal Brands Is Now. Are You Ready?

We’re living in the age of the rise of personal brands, and I recently sought some advice from one of…

“Confidence, the feeling you have just before …”

“Confidence, the feeling you have just before …”

It matters how we define words. This definition of confidence [the feeling you have just before you understand the situation]…

Using ‘risk as a weapon’ helped win a $100M deal

Using ‘risk as a weapon’ helped win a $100M deal

Earlier this year I was retained as external deal coach to help win a huge contract for a global services…

Questions Missed By Qualification Frameworks

Questions Missed By Qualification Frameworks

Qualification is an important phase of opportunity management because pursuing business you cannot win wastes precious resources and damages morale…

Happy Customers are the Best Sales Strategy

Happy Customers are the Best Sales Strategy

The best salesperson I know on the face of the planet has this on her LinkedIn profile: “A satisfied customer…

Any Buffoon Can Cut Costs. Real Leaders Build

Any Buffoon Can Cut Costs. Real Leaders Build

I was running the most successful region globally for a leading software company. We had just competed the year at…