May 22, 2025 | Podcasts, Sales Strategy
I had the pleasure of joining Brynne Tillman and Bob Woods on the Making Sales Social Podcast. Our conversation focused on a vital topic for today’s sales professionals: personalization at scale. It’s an area I’m passionate about because of its ability to drive...
Jan 4, 2022 | Business Growth, Sales Strategy
Without strong relationships, the role as a professional seller would be difficult, if not impossible. Successful sales professionals and sales organizations respect the value of relationships. The equation for Success One of my company’s largest deals came to...
Apr 2, 2020 | Sales Training
The disruption caused by the coronavirus is profound and far reaching. Effects may vary a bit by industry or location. But one thing we’re all experiencing together is the challenge –and opportunity– of staying connected. It is a reminder that we’re all...
Nov 7, 2019 | Sales Training, Videos
We’re delving into how modern sellers are social. And today’s video looks at goal setting in that context. Goal setting is part of the Social Framework that I introduced in my book, The Modern Seller.. Social goals have an element that makes them stand...
Oct 24, 2019 | Sales Training, Videos
In previous videos, I covered sales agility and entrepreneurial selling. Now, let’s delve into how modern sellers are social. What is social capital? While you won’t find it on a balance sheet, social capital is every bit as critical to organizational and...