Jun 29, 2018
In this episode, a Saturday Night Live character will be our guide to help us communicate more effectively and articulate our value proposition more succinctly. Hartmann will also share an eye-opening training exercise he uses with sales professionals to improve their awareness of the gap that often exists between...
Jun 21, 2018
When Tim Rethlake, VP of Sales Enablement at Hearth and Home Technologies, emailed me a list of 7 common threads he found consistently among our Behind Your Back Podcast guests through 29 episodes, I invited him to join the podcast once again (Tim was our guest on Episode 3) to discuss them. Tim invested the time...
Jun 13, 2018
Beyond humorous sketch comedy involving beer, the Dilly Dilly Dilemma is about a common challenge among industry manufacturers, distributors, and dealers. The dilemma results in sales people consistently frustrated by a lack of relevant and helpful sales tools—online or off—that leads them to feel like they are...
Jun 6, 2018
On this week's episode of the Behind Your Back Podcast the tables are turned as the dynamic duo of Grant and Clay Leavitt are the hosts as they ask me the hard questions— those that are most important to them and their business. Grant and Clay Leavitt are 4th generation owners of Marcus Lumber in Marcus, Iowa. If...