We’ve moved from a world of buyer beware to a world of seller beware. In the old days sellers had a lot more information than buyers, and that gave sellers an opportunity to...
One week after starting my speaking business a dozen years ago, I met with the owner of a speaker’s bureau in London to discuss representation...
Facebook’s new workplace collaboration tool might not offer anything new, but its billion-plus user base makes it a threat that competitors can’t ignore...
Explain it with Pictures The best advice I could provide to a sales person struggling to communicate with clients is very simple: use pictures...
Recently, I was asked to present my ideas on how salespeople can best compete in today’s sales environment. A great deal about selling has changed over the last few years, but mostly...
Who do you think comes first – happy employees, happy customers or happy shareholders? My answer may surprise you coming from a bank CEO, in an industry that has arguably not changed…
Let's get passed this idea that the best salespeople are extroverts – strong extroverts –that's fundamentally not true. What the research shows is that the most effective sales people...
What I think is so fascinating about sales is that it’s something that – ultimatel when it's done well, when it’s done right – is something that is fundamentally human...
The modern marketplace demands that people possess a wide range of skills. But what core qualities are truly essential to career advancement, regardless of...
The well-known adage, “it’s not what you say, but how you say it,” doesn’t just apply to interpersonal relationships. As communications...
The art of saying no is a very, very important thing to master because you really need to say no so that you can stay in your sweet spot and be doing...
It’s a really fine line trying to make sure that on a team you get recognized for your contributions without coming across as arrogant or breathing...
Today we live in a post-privacy society. Nothing drives this point home more poignantly than an observation noted in a speech from former IBM head...
Retargeting has taken the advertising world by storm. No longer do advertisers have to hope that an audience they want will be found at a particular...
When you’re very good at something, or maybe when you’ve done very well at climbing a ladder in one sphere and you become...
