Invention and Innovation: By-Products of Pain Avoidance

Pain - Marco Sedano https://flic.kr/p/3Ks9EH

We hear a lot about innovation in business. Thinking outside the box. Identifying the way things are done, finding better, more profitable…more effective ways of doing things. Innovation and invention are the evolution of business, but I think they happen for a simpler reason…Humans want to avoid pain. Pain isn’t just a physical manifestation…it can […]

Continue reading


What IRONMAN Boulder Taught Me About Management…And Myself

IRONMAN

It’s coming up on a year since my last big race, and I am busy training for another.  This time, I am also dealing with a professional hurdle that I didn’t plan for.  I just found out I need to find another team to lead.  Maybe I should be more specific – I need to […]

Continue reading


Curb Your Sales Enthusiasm

Ever meet a great salesperson? What trait in their personality struck you? I would be surprised if ‘calm demeanor’ wasn’t on your list. Look, I get it…sellers typically have a bad rap, and it’s primarily a reflection of really fantastic marketing about the image of sellers. The fast talking snake charmer that somehow managed to […]

Continue reading


Prospecting: Elevate Your Game

 Prospecting With any sales role, you need action in order to build, progress and close your pipeline.  When the pipe disappears…so do you.  Level set yourself…remind yourself that you don’t deserve anything…so…go get what you want.  Take action.  Massive action.  Prospecting and building your pipe to bursting so you need to close deals to bleed pressure.

Continue reading


How Many Selling Days Do You Have Left?!

If you are in enterprise sales, you are probably working on a quarterly cycle.  In a calendar year, the following dates are very important to you: March 31, June 30, Sept 30, Dec 31 Every quarter has about 90 days in it…and that seems like a plenty long period of time when it comes to forecasting your deals. […]

Continue reading