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What is the Relationship Edge and How Does it Give us an “Edge”?

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 [...]

What is a Champion?

  I must confess I am a college basketball fanatic. Four of my favorite people in the world are successful head coaches at Division I universities. Besides getting to know their talented assistants and players, I find being around great coaches and players to be an incredible learning opportunity. I highly recommend that you follow [...]

By | April 14th, 2017|Learning, Sales, Success|0 Comments

Small Tweaks

Small tweaks create huge impact. That is a foundational philosophy of great sales people—who continually search for a gem or nugget, some great idea, that can make a difference.  Good sales representatives are skilled in the basics. However, the truly great ones never stop searching for an idea they can use to get even better. [...]

By | April 4th, 2017|Pharma Sales, Selling|0 Comments

Success: The 4 Reasons Why Winners Win

  Last week I had the pleasure of finally meeting Gary Pittard in person. Gary is a sales guru who lives in Australia where he owns and runs a highly successful real estate consultancy that helps realtors excel in Australia, New Zealand and in Southeast Asia. He has had me as a guest on his [...]

By | March 29th, 2017|Business, Business Success, Selling, Success|2 Comments

Future Focused

I spend a fair amount of time with college football and basketball players and sometimes their coaches. I played football in college and our team won only 2 games in all 3 years that I played. In fact, one year we did not win a game. I learned a lot from that experience and my [...]

By | March 24th, 2017|Sales, Selling, Training|2 Comments

Allow Me to Vent…(Just a Little)

I see myself as a pretty positive, future-focused guy.  I love to laugh and have fun at what I do. And I have been blessed to be doing something I love for many years with people that I genuinely enjoy working with. So the vast majority of the time I am one happy guy! But [...]

By | March 16th, 2017|Business, Sales, Selling|0 Comments

Putting the Link in LinkedIn

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 [...]

By | March 9th, 2017|Business Relationships, Networking, Relationships, Sales|1 Comment

In Search of Gold

If I have learned anything about great salespeople and great sales coaches it is that they are perpetually looking for an idea that is as good as gold. They are in search of an idea that they can use to improve their ability to connect with prospects and customers. They are looking for an idea [...]

By | March 1st, 2017|Pharma Sales, Sales, Selling Resources|0 Comments