What started as a monthly push for my sales teams in 2008, morphed into a weekly column for media sellers at the height of the 2020 crisis. It has continued every week since then. It has spawned seven books on selling. You can find those here.
- Listen now | What happens when a “bad idea” becomes one of the most disciplined brands in business?
- In the mid-1990s, the chicken wars had not yet started.
- Listen now | A full pipeline does not mean a healthy pipeline.
- Most sellers think their pipeline is an asset.
- Listen now | What if the path to scale is not disruption, but discipline?
- You don’t stumble into a 2,000-plus-store brand by accident.
- Listen now | What you do before noon determines what happens by five.
- It almost sounds like a motivational poster.
- Listen now | What if the real competitive advantage in business is not innovation, but execution?
- Picture a two-lane morning on the Gulf Coast, circa 1982.
- Listen now | Most sales conversations fail because the seller is focused on what to say next instead of what the buyer is actually saying.
- It was Stephen Covey who said, “Most people do not listen with the intent to understand; they listen with the intent to reply.” You have seen this play out again and again.