Siinda sat me down for their B-Side series during the early pandemic days. The conversation went places the usual interviews never do, and here is what it taught me about leadership, routine, and relationships.
Closing the deal is the start, not the finish. Here is how I teach sellers to treat existing clients as leads and generate real advocacy in the process.
The best month of a seller’s career is often followed by the worst. I call it the sales success hangover. Here is how to see it coming and stop it before it costs you a quarter.
Early Amazon executive and Rossman Partners founder John Rossman shared the risk and value validation framework, the input versus output metric distinction, and why every business leader needs a clearly defined future state.
Every downturn separates sellers who retreat from sellers who step forward. Here is what farm rallies in 1980s Saskatchewan taught me about becoming the hero your customers actually need.
David Ledgerwood of AD1 Zero joined me to unpack lead to close sales execution, why hiring reps is so hard, and the simple feedback loop exercise that lifts close ratios.
Jeffrey Hayzlett, chairman of the C-Suite Network, joined me to talk about why community, content, and adapting your brand DNA matter more than ever. Plus why 19-year-olds should not be calling themselves coaches.
Michelle Ragusa-McBain of Cisco joined me to break down what MSPs need to grow in a digital normal. Co-op dollars, mentorship, and why marketing is the weakest muscle in the channel.
Borrell Associates EVP Corey Elliott joined me for a two part webinar on strategies to boost radio ad sales in 2023. I combined both parts into one article on attribution, cadence, and the new CFO driven conversation.
Chris Dickey of Purple Orange and Visibly joined me to explain why most SEO advice fails small businesses. The winners borrow authority from credible third parties. Here is how.