SuccessfulWorkplace

The “in” thing in the sales world these days seems to be story; everyone is preaching story. And for me, to talk about the power of story requires a story of my own… I often get reminded of the real power of story through everyday, little encounters. Last month, my Grandfather, Jack, celebrated his 90th […]

How is it that we all missed the boat all these years on what’s important? Our most basic human need is to connect with each other; to connect with our ideas and beliefs. Isn’t that something that we, in the sales profession, should strive for? My personal story I was never given permission to go […]

I just read an article from Neuromarketing and it reminded me of the research I did when I wrote my book, What Great Salespeople Do. As part of my research, I wanted to know how other professions understood influence and persuasion. I didn’t believe that we in Corporate America, especially in mainstream corporate training departments, had cracked […]

Every now and then you have the chance to be genuinely inspired. If you haven’t seen the documentary, I Am, the trailer is just below. This is a film well worth seeing if, like me, you’re into all the breakthroughs in the neuro and social sciences of how we all connect. Tom Shadyak, who directed […]

For quite some time I was selling Customer Centric Selling as the secret to all that ails a sales organization. I was completely bought in and it caught me by surprise me when I began to see the limitations. I started to think there was something broader out there that wasn’t being tapped; a way […]