Dec 30, 2021
In this Year-End/New Year’s episode Mike…
…reflects back on his highlights and challenges of 2021,
…reveals the “deflating” effect that Covid and current events have had on him personally,
…shares what he’s working on and his own commitment to become more productive, and
…challenges sales leaders with...
Dec 28, 2021
If we are being honest, most of us like it when things are easy…when the wind is at our back, when we’re on a hot streak, and being carried along by momentum. But unfortunately, that’s not reality – at least for the long-term. We all hit rough patches and end up having to sell or lead a team through tough times....
Dec 10, 2021
Mike pulls no punches wrapping up this mini-series covering the Ugly 8 Common Reasons Sellers Get Relegated to Vendor Status and Commoditized.
Buckle up as Mike takes on salespeople who are either insecure about price or too quick to make it about price (Reason #7).
The blunt #SalesTruth is that THE JOB of...
Dec 2, 2021
In Episode 19, we move into the second half of this mini-series tackling the very common (and ugly) reasons that salespeople and sales teams are not as effective as they could be – and, specifically, why they are not viewed like the pros, advisors, experts, consultants, and value-creators they so badly want to be.