Turning the Corner on 2020

Turning the Corner on 2020

It’s funny how one occasionally runs into content, a quote or a phrase that turns out to be inspirational or important. Last Sunday, I was reading the entertainment section of the local newspaper and came across the weekly horoscope section. (Okay, laugh if you want.)...
Overcoming the Sales Management Stereotype

Overcoming the Sales Management Stereotype

Seth Godin is an author I follow and admire, and I’ve read many of the 20 books he’s written. His newest book, The Practice – Shipping Creative Work1, is largely about creativity and writing. However, as a fairly prolific writer on the topic of sales management and...
Leveraging the New Normal: Digital Selling

Leveraging the New Normal: Digital Selling

A lot of interesting and provocative thought leadership always comes out of a downturn like the one we’re all currently navigating. One article recently recommended by several colleagues is from HBR, 4 Things Sales Organizations Must Do to Adapt to the Crisis. The...
How to Grow Business in a Downturn

How to Grow Business in a Downturn

With the growth of the economy over the past few years, and the sudden and surprising changes in our world that have recently transpired, it occurred to us that many of today’s current front line sales managers have probably not dealt with the challenge of managing...