Articles

Build with Your Best, Grow with the Rest

Article by , December 13, 2019

I’ve worked with and have coached the best sales leaders for nearly twenty years across a wide range of industries. What I’ve learned is performance is a transferable skill. It’s not just a fixed set of qualities or habits that you somehow only get if you strike gold and find yourself with a top-ranked seller on your team. Remember: they reached the top of their profession by learning from others. It’s your job as a manager to ensure that the transferring of skills keep happening.  


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What Constitutes a Leadership Brand?

Article by , December 3, 2019

Product branding is a familiar concept where product identity, reputation and differentiation are promoted. In an ideal world, a product’s image is established in positive ways, and the market is made aware of its presence. While it seems natural to brand products, leaders often don’t recognize how advantageously this principle can be applied to their careers.


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Rethink SDRs: Your Future Depends on It

Article by , December 2, 2019

This is a constantly changing marketplace! Get serious now about rethinking what SDRs do in your organization. Not only will the staffing choices you make there get noticed by your customers, they’ll also reshape how you continue to grow as an organization.


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Value Based Pricing

Article by , December 2, 2019

An overarching theme from our pricing and profits presentation relates to value based pricing. It was unanimous – every CEO believed that value based pricing was the best direction to go.  Yet, it became muddier in figuring out how to move towards value based pricing in his/her particular situation. Let’s start by defining value based […]


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Establish Your Leadership Brand

Article by , November 14, 2019

Product branding is a familiar concept where product identity, reputation and differentiation are promoted. In an ideal world, a product’s image is established in positive ways, and the market is made aware of its presence. While it seems natural to brand products, leaders often don’t recognize how advantageously this principle can be applied to their careers.


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The Amazon Effect Won’t Die!

Article by , November 1, 2019

We have been writing countless articles about the Amazon Effect for many years as customers have the upper hand. In essence, if you cannot provide rapid, customized service with easy returns and ‘extra value’, you will be left in the dust. The needs aren’t going away. If anything, Amazon continues to raise the bar. Several […]


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Raising Your Leadership Bar

Article by , October 23, 2019

In today’s breakneck corporate culture, many leaders have redefined their success. Merely keeping up with the chaos has become an acceptable goal. The trend in organizational management is to focus on staying afloat and ponder the future if time allows. The common theme is do more with less.


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