In an age of increasing similarities between product offerings and similar sales pitches, one of the strongest tools to leverage is the case study. It provides a proof text of how you and your company solve problems for your clients and what specific value you bring to the table. While a list of customer references … Continue reading A Case for Case Studies: Why Most Reps Don’t Do Them, Why You Should, and Why It Will Transform Your Results
In the Fall of 2017, I met Justin Westmoreland. Justin is the pastor of a church plant in Norman. We had connected on LinkedIn and I reached out to schedule time for coffee with Justin to learn more about him and how we may be able to help each other in the future. Little did … Continue reading Are You Curious?
My father is entering into the final passage of life. After years of an unwillingness to properly treat his diseases, including diabetes, high blood pressure and congestive heart failure, it's clear he won't experience the long life span of his now deceased family members. His paternal grandmother and grandfather endured the Oklahoma Land Run only … Continue reading Facing the Passing of a Bad Father
If you're struggling to grow in 2019, step back and reflect on the first three months of this year. Better yet, look at the past twelve months and you'll likely see troubling trends. The traditional business model that far too many business people use is focused on strategies that worked years ago. Unfortunately for you, … Continue reading Want to Increase Business? Give, Give and then Give Some More
As we approach the latter half of March and the end of the first quarter of the year, many sales managers and those in sales leadership are in a bit of a panic. Yes, the first quarter can start off somewhat slowly for many companies coming off the holiday season and the fact that many … Continue reading It’s the End of the 1st Quarter: Here’s Why Your Sales Team is Struggling
One of the biggest challenges we all struggle with is how we think others think of us. It's one of the biggest challenges of social media. We want affirmation from others. Whether it's a post, a picture, whatever - if we don't get the dopamine hit from comments and likes, we start feeling rejected. To … Continue reading Do You FLY?
How do you make a meaningful impact in the life of another? How to show you care, that you really appreciate someone? One of the ways I've found and try to use on a daily basis is as old as pen and paper: The personal note. Remember when your mom, or maybe it was your … Continue reading Your Brand & the Personal Touch