The 25% rule for work: During the 25% of the time when things are good, are they "so good" that they make up for the slog through the other 75%? If the…

December 2021

I am getting ready to sign off for 2021 and hope you are too. Before I do that, I wanted to share some of my personal do’s and don’ts for wrapping up…
Tis’ the season for asking for a raise. In the face of a labor shortage, sales professionals have more bargaining power than ever. If you haven’t…
Storytelling is a fundamental way we learn. Becoming an artful and compelling storyteller is one of the most underrated skills in winning deals. Like…
We recently came across the below matrix, which does a great job of summing up different types of professionals. With any matrix, the bottom left equals…

November 2021

Self-regulation is our ability to manage our behaviors, thoughts, and emotions in a conscious and productive way. Someone with solid self-regulation…

September 2021

Having a challenge with your manager is inevitable. Whether you prefer it or not, the person you work directly for will be in the top five of people you…

July 2021

About four years ago, I was interviewing a former top rep from Indeed. He came to the interview with his cover letter & resume, which are obviously…
There are few things in business as beautiful as a sales & product team working in lockstep. Information flows from the frontline seamlessly, and…
When I was a frontline manager, every second or third one-on-one would be attempting to quell a rep’s frustration around repetition. As a manager, the…

June 2021

The biggest problem that faces salespeople & the profession at large is a self-inflicted inability to ask for help when needed. This is the truth top to…
Science tells us it takes 21 days to form a habit. For example, if you drink a bottle of water first thing in the morning, every day for three weeks…