Insights

It’s your fault.

It’s your fault.

Yes, you. You and I. We, the sales voice of our brand. Win or lose, close the deal or closed out, we are ultimately responsible. Not marketing, not customer service, not the caffeine-addicted SDR, but you and I. And if you are an entrepreneur, wearing all the...
Five words that are killing your message

Five words that are killing your message

Are you trying to pitch an idea or sell value? Then STOP using these words! There is a trend in verbal communication. We are weakening our messages by adding words that dilute or mitigate. Could it be a result of millennials’ and Gen Zers’ quest to appear unmoved,...
10 ways to combat the effects of social distancing

10 ways to combat the effects of social distancing

Humans are hard-wired for social connection. Aristotle hypothesized on this theory and scientists today have cited proof for almost two decades. So, with social distancing as our current M.O., and the recent affirmation that this will be our norm for another 30 days,...
From Interrogator to Storyteller

From Interrogator to Storyteller

I was raised by a world-class listener.  My mom could remain completely engaged in conversation with me, hanging on my every word, asking deep questions, and delighting in the magnificence of her daughter.  Of course – she was my mom, and my biggest fan. But she...
Celebrate With All Your Might

Celebrate With All Your Might

In the first few years of my sales career, to say I was struggling would be like saying the Titanic was just a small storm. I poured everything I had into every sales call, every communication, and every presentation.  Because I was emptying myself out day in and day...

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