"The Wake Doesn’t Drive the Boat" I have always loved this quote and attribute it to Dr. Wayne Dyer. Whether he is the original author is...

Stewart Copeland is a rock star. He is best known as the drummer for the Police, and he is an accomplished composer. He is credited with...

I have used the title founder to describe my role at two companies - the Rarer Leader Group and Cheerful Gear. As a result, I get a lot...

We should ask for what we really want. That sounds simple, but sometimes we make it complicated. In my book Whiteboard Wisdom, I...

We often find fulfillment in situations where three things are simultaneously true: 1. We like what we are doing, 2. We feel...

I shared a growth story with someone recently and they asked me this very specific question. How were we able to grow company ABC from $X...

It is common for sales professionals to engage a core team of helpers in our sales cycles. We never hesitate to call on our solution...

I read a recent LinkedIn article by a prominent influencer who said that the only buyers who matter now are the CEO and CFO given market...

Many sales teams rely on PowerPoint presentations to tell their value stories. There is a place for that, but telling stories from the...

Understanding Primary Motivation and the 3Rs In our private lives and in business, aligning our actions to the things that really matter...

I've led sales teams in companies that range in size from early-stage startups to the Fortune 500. I have experience with many different...

Let's slow down. We don't hear that very often in our fast-paced, monthly and quarterly performance driven sales teams. But sometimes,...

If you are a sales professional in a business-to-business setting, there is a good chance you have partners who help you identify...