Relationship-based selling used to be enough to secure a seat at the table. Today, with shifting trade policies and complex buying committees, it takes more than a brand name to navigate the labyrinth—it takes a total recalibration of your sales DNA. In 2026, the shift from “who you know” to “what you solve” has reached …
Read more “The Shift from “Who you know” to “What you solve””
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 …