If Predictable Revenue is the new school of sales methods, then The Sandler Sales Methodology is old school. In this post, we’ll be diving into the Sandler Rules–what they are, what this method of selling is, and why it’s incredi...
One of the top sales books is unquestionably Neil Rackham’s SPIN Selling. Explaining the types of sales questions is an integral of SPIN Selling. Credibility and insight is drawn from actual research. In a pundit-filled internet, RackhamR...
In today’s post, we’ll be exploring the supreme importance of people operations–what it is, why you should care, and how it’s different from “HR.” Let’s dive in. Last month I was on the phone with a leade...
When companies mention different types of feedback and how it’s ingrained in their culture, that often leaves an air of ambiguity to the reader. “Feedback” sounds so good, but it’s so vague. Is feedback an employee survey? Is it...
Answer this question: What are some common traits of rockstar managers? You know the ones. They rise quickly. They get things done–but remain liked and respected. They build awesome teams, and therefore awesome careers for themselves. leade...
Haven’t you read enough blog posts like this? Haven’t you attended enough conferences, read books, listened to leadership podcasts, etc? Of course you have… Chances are, you are neck-deep in learning & development–and p...
Marketing and sales often speak of their “funnels.” They take cold leads–and enter them into a system of interactions that are designed to make them warm leads. Once warm, steps are taken to make them warmer still… …a...
You’ve read the books. You’ve taken the courses. You’ve attended conferences. You’ve listened to the podcasts. There’s no shortage of information out there about fine-tuning your leadership skills. In fact, the amount of information can be downrig...
The strongest leaders are products of the best mentors. But elite mentors are hard to come by, right? Wrong. In the era of podcasts, listeners all around the globe have unprecedented access to thought leaders, entrepreneurs, Fortune-500 executives...
We’ve all felt it. Managers and employees alike. It might be hard to put your finger on it, but low employee morale in the workplace is palpable. Maybe it’s during a busy season or after layoffs–or maybe your company is doing a crappy ...