Case Study: Social Selling Train Wreck

Often times, Social Media and Social Selling can be treated as a faceless interaction. The following story shows the consequences when this same behavior is demonstrated in a coffee shop…

1 Question to Improve Conversations

At the drinking fountain in a corporate office of 300 staff members, drive-by “Hello’s” are quite common. As Cara* walked by, today was no different as I offered up a sincere question (not a statement), “How are YOU doing today?” Her reply as she kept walking was, “Pretty good.” Turning from the fountain, I asked, “How can I upgrade you?” She had doubled back and inquisitively asked what I meant, where upon […]

Everybody Wants Change, Nobody Wants TO Change

In the words of Dilbert creator, Scott Adams, “Change is good…you go first!” For most of us, this resonates. We all want to see it, but many fewer want to do it! In the Sales and Marketing world, the impact of this reality is having devastating effects. The responsibility belongs with Sales and Marketers, but many fail to recognize that their messages don’t suggest any reason for buyers to change from what they are currently doing.

Repeatable Success

Repeatable Success is a website dedicated to improving the performance of leaders, teams and individuals in the areas of Sales, Marketing and Leadership. Newly Added Resource… With the article, The Reframe Exercise continually ranking as one of the most popular posts on this site, I thought I would provide you with a resource I use for conducting […]