Develop Your Instincts

Instincts are an inner guidance system – a sixth sense, or in popular terms your “spider sense”. Instincts anticipate what may be around the corner, be it opportunity or danger. The survival instinct guides the herd of gazelle to the most fertile...

Be Present, Pay Attention, Stay Nimble

Two conversations with sales colleagues in the past inspired the theme of this blog. One was a conversation with Alan, who had just rejoined a former employer to take over an under-performing territory. Alan and I were noting that in our experience new sales...

What’s the Key to Your Sales Success?

Anyone who has been asked, or asked themselves that question knows how difficult it can be to put into words what may have become second nature after many years in a sales career. The question came to me in 2006 from one of my 8 sales colleagues at an annual sales...
Connecting to the Soul of Your Business

Connecting to the Soul of Your Business

Every business has a soul. It’s the spark of energy and light that birthed the business and sustains its growth. It’s the passion that inspires its owner and employees and attracts its customers. It’s the core values that connect the business with...

What is your why?

Do you know why you’re selling? and why you’re selling what you’re selling? Could it be just an excuse to connect? to connect with the bigger Presence of who you are in the guise of your customer? What if the selling game and its myriad of trappings...