Purpose Driven Selling

Purpose Driven Selling

Purpose Driven Selling This is an excerpt from my forthcoming book with Hendre Coetzee, Shiftability: Creating a Sustainable Competitive Advantage in Selling which will be released in early 2017. Sign up for my email newsletter on the homepage to receive more...
Be Like Water

Be Like Water

Be Like Water This is an excerpt from my forth-coming book with Hendre Coetzee, Shiftability: Creating a Sustainable Competitive Advantage in Selling which will be released in early 2017. Sign up for my email newsletter on the homepage to receive more information...
My Top 18 Books on Business (and Life!)

My Top 18 Books on Business (and Life!)

This month I’m deep in wrapping up the manuscript for the book I’m writing with my friend and colleague Hendre Coetzee. We are expecting that ShiftAbility: The Mindset and Skillset You Need to Excel in Sales Today will be launching in a couple of months – stay tuned...
Cultivating Continuous Improvement

Cultivating Continuous Improvement

We just wrapped our third Sales and Applications Boot Camp training of the year and will start the fourth one in a week. Boot Camp is two weeks of intensive training for about 70 members of our worldwide sales and apps team at a time. And it is intense! We have been...
Let’s Get Personal

Let’s Get Personal

Last blog, we talked about the value of delivering insight and how it needs to be tailored to the specific client you are working with. The best of all outcomes are achieved when you, as a serving professional, actually co-create insight that applies to a specific...