We know, or at least I thought we did, the importance of customer service and … [Read more...]
Category: Performance
Category: Performance
Customer Service Or Lip Service?
Sale Excellence, Where Do You Start? Posted on January, 2026
Since releasing Is ‘Good Enough’ Good Enough, I keep hearing the same question: … [Read more...]
What Are You Willing To Struggle For? Posted on January, 2026
Ask any salesperson if they want to hit the President's Club, make more money, … [Read more...]
Why Do We Invest So Heavily In Losing? Posted on January, 2026
Yes, we are almost at 2025 year-end. I suspect many are rushing to close those … [Read more...]
Walking The Talk, Why I Refused To Settle... Posted on December, 2025
It is easy to write about high performance; it is much harder to live it when … [Read more...]
"A Tale Of Two Sellers..." Posted on December, 2025
Recently, I did a deep dive into the performance of two sellers at one of my … [Read more...]
I Can Tell You The Quality Of A Sales Organization Just By...... Posted on December, 2025
My good friend, Keenan, started a fascinating conversation on LinkedIn. His post … [Read more...]
The One Thing That Matters Most Posted on December, 2025
Not long ago, I was speaking to a group of executives. Someone asked, “What is … [Read more...]
Why I Advised A Seller To Recommend Her Competitor Posted on December, 2025
Yesterday, I had a fascinating conversation with an outstanding salesperson. She … [Read more...]
Saving Time Is The Wrong Goal For AI Posted on December, 2025
Virtually all the “hot tips, prompt cheats,” and other insights into AI focus on … [Read more...]