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Imagine that your business isn’t doing so well. Let’s say sales are down (or are flat) in your company and have been for a while; it certainly makes sense that you’d look to improve poor results. You look around and it seems to you that sales training is an option that might help. You think…

Admit it…you want the secret formula to catapult your sales. Right? “Do what I tell you and the big sales will follow.” “For only $99 you can learn the magic and increase sales by 300%!” But, I’m sorry to tell you, it just doesn’t work that way. Any “snake oil” sales trainer that tells you…

People will remember your stories before they remember your sales pitch.  ~ Gennia Holder One of the best things about being a VP of Sales is being able to see the different styles that sales people utilize to deliver a message and overcome objections to a sale. Over my career, I’ve seen hundreds of sales…

A Rusty Process Will Not Get the Candidates You Want…what you can do to improve your Millennial sales recruiting results Both the Harvard Business School and the Wall Street Journal have reported on the difficulty employers have in attracting and convincing Millennials to work in sales. Companies emphasize that they can strengthen revenue if they…

There are marketing myths galore out in the world today. Sometimes a myth begins as an incorrect assumption that someone makes, and it never gets corrected …. other times a myth will grow from a well-meaning but non-qualified person who has an affinity for providing “advice” (we use that term loosely here). Wherever these myths…

Would you run your business without insurance? Ridiculous question, right?  No one in their right mind would run their business without all the insurance necessary to protect your company.  One misstep and your entire company vanishes. So why are so many companies eliminating or drastically reducing the “Human Resources” workforce?  We get it, the cost…

Nothing surpasses the beauty and elegance of a bad idea. ~ Craig Bruce When you’ve been in sales leadership for almost 20 years, you’ve seen it all. You’ve seen every different way that companies will try to improve sales. There is one commonality in each company looking to jump-start lagging sales: they all start with…

“How’s business been lately?” I recently asked a CEO of an industrial distribution business. “Things are good,” was his answer. “Great to hear! So, sales are increasing then?” I continued. “Well, actually we’ve had flat revenues for the past three years and this year will be slightly down,” was his response. I was stunned. Stunned…

Let me set the stage. An interviewee asks an interviewer a seemingly innocuous question during the interview process: “Can you describe the company culture at XYZ Corporation?” It seems like a reasonable question. It is a question I have asked countless employers during my tenure in HR. But when I hear the response, “Well, it’s…

I am truly fortunate that my current role gives me the opportunity to collaborate with some of the most talented leaders across a wide range of industries in the middle market. Our discussions typically center around People, Process, and Technology. Most business leaders value their people and understand the importance of technology, but are hazy…