18 months ago, I published The Customer Prevention Culture℠ to help B2B companies understand the impact of culture on their ability to attract, convert and retain customer relationships. The book comes from my experience as a sales pro and contains powerful messages all business leaders should read and heed. Readers are exposed to a systemic […]Read More
Are you Company-Centric or Customer-Centric?
Listening Tools Are Like Mirrors
The Cure for Sales Mediocrity
As a B2B marketing consultant, I’m frequently called upon to discuss sales and marketing challenges within client organizations. As a result, I find clients searching for the perfect mix of activities to ratchet up sales results. As a B2B marketing consultant, I’m frequently called upon to discuss sales and marketing challenges within client organizations. As […]Read More
Do You Grind?
My Go-To for Course Correcting a Sales Slump I’ve found the last 18 months to be an especially challenging sales environment. Thankfully I’ve seen progress lately, largely as a result of my re-commitment to grind. The grind is part work ethic, part mindset and fundamental to my selling process. To me, grinding is a mindset of […]Read More