Sales Training & Leadership Development Videos
The arrival of COVID-19 changed the way we live, work, and sell. My friend and fellow sales expert Tibor Shanto launched a video series to share insights on how to positively approach the times we are in. I was pleased to be his guest on a recent episode. In our ... read more
I’m excited to announce my new keynote speaker demo reel, and I want to thank my clients, partners and friends who helped bring it to life. This new video showcases how I can help your organization transform sales culture, ignite sales growth, and build high-impact read more
Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers' The Gambler: “Know when to walk away, know when to run.” Through my years as a sales leader, I've learned that, despite our natural instinct as sellers to fight to win every ... read more
Today's topic in The Modern Seller video series is client loyalty. It used to be that satisfaction was the highest measure of success, and it’s still what many companies measure. But in the new sales economy, satisfaction is merely table stakes. Gallup has done ... read more
Today's topic in The Modern Seller video series is on how you can build a network ecosystem that creates better selling opportunities and results. In the past, we could focus our sales efforts only on those buying our services. The risk with that approach is ... read more
In modern selling, ambassadors are a bridge to prospects and clients, to their communities, and to their industries. The end result is that they have a stronger and more profitable territory or book of business. But how can you and your team develop skills to ... read more
We know that Modern Sellers are Social. Building this skillset requires goal setting. Social goals have an element that makes them stand out: significance. Significance to you personally, and significance beyond you -- for your clients, your organization, or your ... read more
What is social capital, and as a Modern Seller, why should you care? Social capital is the most valuable currency in the sales profession. I define it as the collective value of our networks, and the results we create with that value. Don't make the mistake of ... read more
Thought leadership can help build your personal and business brand. When it comes to selling in the new sales economy, clients and prospects expect thought leadership to be backed by action and experience. It's the intersection of strategy, deep subject expertise, ... read more
Welcome back to the Modern Seller video series. Each week, I'm sharing strategies that you can put into practice as either a sales professional or sales leader. Today I’m talking about something few sellers consider. How to apply supply chain thinking to your ... read more
Do you consider yourself an employee, or are you the CEO of your book of business? For this next set of videos, I'm covering how modern sellers are entrepreneurial. Entrepreneurs have the ability to envision, build, and scale a successful venture. Those same ... read more
Our behavior patterns --or our habits-- are largely unconscious. Yet they’re so powerful that they either make or break our success. When we know our sales patterns, we can more effectively apply them, or know when we should short circuit them. It's all part of the read more
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