Follow-Ups Shouldn’t Come Years Later Every week, it seems that I get 3 or 4 phone calls requesting help in finding a job. More often than not, the individual wanting my help either doesn’t know me personally, or does know me but has not connected with me in a number of years. This week in [...]
Facing the Millennial Music I know for certain that baby boomers and millennials, in literal terms, almost always listen to different music. These differences in musical preferences are stark in many cases and are even analogous for the differences between the two generations in the workplace. But it is quite possible that, working together, these [...]
Millennials vs. Baby Boomers in the Workplace: Myths and Truths In the past 2 weeks, I have been asked to do 17 radio interviews around the country about the differences between baby boomers and millennials in terms of how they approach work. The data seems to be clear that millennials are now and will continue [...]
My very first book was called The Relationship Edge. I learned years ago that I could get an edge in business IF customers and prospects valued a relationship with me. That edge would ultimately turn out to be a catalyst for my success in sales and in management. People do buy from, follow and listen to people who [...]
One of the things I enjoy most is meeting young, talented individuals who are entering the workforce with an eye on sales and sales leadership. In fact, I enjoy it so much, I have volunteered to teach a class twice a year for the past 12 years at a University in the Midwest. The Dean [...]
It's hard to watch television this days without getting the sense that "true understanding" is in reasonably short supply in many circles in our country; however, several things I have read over the years have led me to the conclusion that one of the most critical traits of really successful people is an open mind. The statement, "The mind doesn't work unless it's open" has been drilled into many of us over our life time yet I would venture to say that many of us have found ourselves in recent months with anything but a truly open mind.
We hear it constantly. Sales representatives say, “I need something new to say because I can’t get more than a few seconds with my customer.” It’s easy to put the blame on the message. But in reality, the problem may not be your messaging—but rather your relationship.
We tend to do business with those we like. This makes sense—so much so that many of us feel this way almost instinctively. This belief has been validated by numerous experts, articles and research. However, this often cited phrase has led many in sales to develop friendships with customers. Developing a friendship is not the same as building a meaningful business relationship—and that distinction is important because you won’t get the same results.