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Sales

Why We’re Weird about Self-Promotion (And How to Get Over It)

A few weeks ago, I attended a professional development seminar. On the first day, the leader of the workshop asked the group – “How many people are guilty of underselling themselves?” 98% of the room raised their hand. Almost every single person in the room. Here’s the kicker: This.

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Will Business Travel Ever Return? 3 Predictions for 2022

According to the Wall Street Journal, Delta Air Lines previously expected corporate travel to return to 60% of pre-pandemic levels by September… but executives now say they’ve seen a drop in bookings and a rise in cancellations in recent weeks. As the pandemic marches on, many organizations are delaying.

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How Not to Screw up your Sales Kick Off this Year

There’s no open bar, no opportunity to see your old pals, and no chance for the top revenue producers to bask in the glow of their applauding (and envious) peers. This begs the question, should you even bother with a sales meeting? The resounding answer is YES. Your sales.

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How to Motivate Your Team As The Economy Reopens

As the economy starts to reopen, companies face a delicate question: how can they sell – which is essential to their survival – but do it in a way that isn’t perceived as desperate or off-putting? One Chief Revenue Officer summarized the challenge: “I want to tell my team.

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Why Passion Fails (at work)

The words passion and purpose are often used somewhat interchangeably.  It might surprise you to learn, purpose and passion are two distinctly different things.  And one is significantly more effective for driving performance than the other. Let’s start with definitions. Passion is when you feel excited about your work..

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Why Data Presentations are Terrible and How to Fix It

Imagine you’re at a conference, and you have to choose between two programs for your afternoon session.  Both presenters are experts in your field.  One presenter has gathered a huge body of data and will be presenting it all in a long PowerPoint. The other presenter has amassed a.

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Team McLeod Has Something New and Cool

Purpose is a hot topic; fast growth organizations are putting purpose at the center of their strategy to improve performance at every level. Yet, too often, sales remain transactional. It doesn’t have to be this way. We wanted to help sales leaders experience the difference between a traditional company.

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Buying and Selling: Do We Still Need Traditional Sales Reps

When did you flip the switch? For me it was gradual. Until something happened three years ago that altered my behavior forever. I moved. I’m talking about the change in our buying process. From academia where students use Rate my Professor to evaluate course choices to corporate purchasing departments.

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Are you stuck in 1985?

“I’ve sat through the same sales meeting since June 20th 1985.” When our client, the EVP of a large commercial bank, dropped this statement, it got me thinking. How many communication norms from 30 or 40 years ago are still in place today simply because no one recognized how.

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Noble Purpose: A Business Strategy, Not Just A Slogan

All the cool kids have a purpose. Philosophers have been talking about purpose and meaning since the dawn of time. But since I wrote Selling with Noble Purpose in 2012, and trademarked the Noble Purpose methodology for business, the idea of purpose in business has become mainstream. More and.

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