Wouldn’t it be great if business growth was really like those picturesque charts in business stock images of happy suited people celebrating a fat green line going straight up to the right? Those charts have little to do with the reality of actual business growth—which likely looks more like a

How often do you make impactful changes to your website? If you’re like most businesses, your website gets updated once every couple of years—maybe. That used to be the norm - build it, set it, and forget it. The purpose of a website was to be a repository of information,

What makes McDonald’s french fries so good? (Note—we didn’t say “good for you”—just, so good!) It’s the combination of that uniform shape, heat, salt, fat…and the predictability that they’re always going to taste the same. When Ray Kroc joined McDonald’s in 1954 and rolled out the idea of franchising the

This is for all you business leaders out there. What are people saying about the user experience that goes with your organization? Notice I didn’t say “what are your customers saying” because, although Customer Experience is usually our first thought, growth-driven leaders understand that building intentional experiences for customers and

At a friend’s recommendation a while back, I read a short but poignant book by Jon Gordon: Training Camp, A Fable About Excellence. You may recognize his name from one of his many other books, such as The Energy Bus, The Carpenter, and The Positive Dog. Jon has a gift

Sometimes hard problems can have easy answers. Well, simple perhaps, because it requires effort and work. Sometimes, as an Account Executive or Business Development Rep, the grind of prospecting and pipelining new opportunities made me feel like Fred Baker from those old Dunkin’ Donuts commercials where he zombies about saying,

What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is my “session notes” pile. It’s the colorful printouts of PowerPoint decks and session worksheets that are scribbled on in blue, purple, hot pink, and aqua

Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is under prepare for meetings and calls. Even when they know I’m going to join them, listen in, or attend the meeting with them, they grab a blank notepad and dial

It’s fourth quarter—the time when sales teams are looking at closing the gap on their goals and where they are year-to-date. For some of you, you’re okay and on track. Good for you on managing your pipeline, developing new business, or crushing it this year. For many of you, this

Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target. How do you keep filling your new business pipeline, juggling activities, reports, administrative stuff, client relationships, and avoiding burnout? Considering the recent (various) reports that