As a sales coach, I travel the country meeting with executives, business development managers, sales directors and others in charge of growing companies. If they’ve […]
Sales Culture
Your real value is in sharing client experiences
As a sales consultant, I had the opportunity to work with a company on the West Coast, a multibillion-dollar financial institution. They were telling me […]
Everyone has a price, but few know their value
Back in 2000, I was 28 years old and sitting in the front row at a sales conference in Indianapolis. Tom Batchelder, the author of […]
Falling into the Commoditization Trap
What do a gallon of gas, a bushel of corn, and pork bellies have in common? They are all commodities. Commodities are products that are […]
Why Selflessness Leads to Sales
When I was a kid growing up in Ohio, my dad insisted on driving for all our vacations. Flying was out of the question, even […]
