The ability to build new relationships is an important asset for a businessperson, but getting to know someone is no easy task. I have found that...

A career-long blind spot I learned later in life that the best salesperson I worked with in my 50-year career often felt I did not fully acknowledge...

A career transition I transitioned from being an executive of an industrial gases distributorship to being a deal-maker in that space. After...

Lessons from The River While exercising the other day, I listened to Garth Brooks’ “The River”, and it inspired this week’s sales/leadership tip to...

This article was inspired by a woman whose career path demonstrates the timeless traits of success.  Her early entrepreneurial business...

Functional Imagery Training Recent studies have shown that picturing our goals can help us find success. For example, I read about how a woman, who...

The value of journaling  In a seminar I teach, The 4 Disciplines of an Organized Executive, I advocate the use of journaling for improved,...

Impact Filter In their book, Who Not How, authors Dan Sullivan and Dr. Benjamin Hardy discuss the best ways to maximize the effectiveness of...

I have the privilege of working with a visionary pioneer who has a passion for using cryogenic gases in unique environments. He focuses on the...

The business-to-business sales landscape has undergone a seismic shift. According to a recent report by Stonehouse Comms, LinkedIn data reveals that...

Customer value and time transformation As a seasoned sales professional, I am amazed by AI's impact on transforming time into customer value. What...

AI enablement Why am I so adamant about distributors enabling AI without delay and with a sense of urgency? The answer is because AI is already...

The Early Movers  AI never ceases to amaze me. I’ve just read another article about the rapid changes it's bringing. AI feels like a gold rush,...

In today's accelerated B2B environment, response speed has become a critical competitive differentiator. According to Harvard Business Review,...

This article on Monthly Sales Assessment is the last in my series on the AI-Enabled Sales Process. The Monthly Sales Assessment is a joint...

Throughout this AI-Enabled Sales Management series, we've examined AI tools that help maintain analytical focus on key performance indicators...

In my career in sales management, I witnessed too many outside sales reps (OSR) get distracted and lose some top account opportunities. Today, AI...

Throughout our AI-Enabled Sales Management series, we've explored AI directives for call reporting, calendar planning, prospecting, dashboarding,...

We've all experienced the disappointment in learning that one of our Top Ten Accounts is switching to a competitor. There is a practical way to...

A Customer 360 Meeting is an annual event during which all points on the circle of your relationship with your customer are discussed. These...

Macro key performance indicators (KPIs) serve as the lifeblood of a growing, profitable business.  In AI-Enabled Sales Management, the ultimate goal...

Before a manager and salesperson can create a strategic plan for the future, they must scrutinize past and present performance through Key...

While macro indicators shape overall sales impact, a select group of micro indicators truly drives measurable success. These key metrics are...