I chuckle when I see Sales Consultants and their cheat sheets and playbooks saying how easy sales is if you follow these tidbits of advice on prospecting, outreach, building pipeline, and how you are going to knock it out of the park. That is only one small aspect of sales. After close 30 years of …
Read more “Why Focus is the New Competitive Advantage in Sales.”
Early in my Sales Career I was taught one of the most important lessons in my entire career. It wasn’t by a Sales Manager. It was by my customer. I politely asked a CEO if he would sponsor an executive briefing so we could present our strategy for healthcare to an entire province. His …
We all watched the magical and inspiring Toronto Blue Jays run to the World Series in the fall. In a time of economic uncertainty and turbulent times they united a country. They were a team in every sense of the word; no egos, injured, vulnerable and all stepped up at different times. The thing that …
Prior to the holidays, one of the great CEO’s in Corporate History passed away. Lou Gerstner led one of the most significant turnarounds in history at the helm of IBM from 1993-2002. The stock grew by 800% in his time as leader. He was the first outsider to be the leader of IBM with no …
Training for a triathlon taught me far more than how to swim, bike, and run. It taught me about discipline, leadership, and perseverance in every part of life and business. The lessons I learned on early morning rides, long training runs, and in the open water translate directly to achieving success in enterprise sales. Here …
Read more “10 Key Takeaways From Triathlon for Enterprise Sales”