Latest Thinking

Optimists sell more and here’s how they think

It's all about how you react to events. How you explain the no. The account loss. The quota miss. Optimists react to setbacks from a position of personal power: Bad events are temporary setbacks Isolated to specific circumstances and most importantly - can be overcome by new thinking, effort, creativity and abilities Pessimists react to … Continue reading Optimists sell more and here’s how they think

This visual should provide direction to your talent search

Growth companies - those that outperform peers in revenue improvement - are very effective at expanding the market that they compete in.  Yes, they can grow market share by winning RFP's through some mix of marketing and selling skills, but the accelerator growth comes from moving prospects with latent needs to prospects with active needs. … Continue reading This visual should provide direction to your talent search