Jul 26, 2018
All too often sales professionals place themselves—not the prospect—as the hero in their story and ultimately find themselves in a Mad Max-style battle in Thunderdome: two men enter, one man leaves. But your prospect doesn't need another hero. They need a guide. You can be that guide they are looking for, insightful...
Jul 20, 2018
Charlie "Tremendous" Jones said, "You will be the same person in five years as you are today except for the people you meet and the books you read.” With that in mind, meet my guest on Episode 34 of the Behind Your Back Podcast, Jeff Tweten. Jeff is the Managing Member of WorkSafeWorkSmart.com. Jeff and I are a pair...
Jul 13, 2018
The National Basketball Association (NBA) has all but eliminated the "GM as Head Coach" model with last year's demotion of Glenn "Doc" Rivers (L.A. Clippers) and the recent firing of Stan Van Gundy (Detroit Pistons). The tacit admission is this: the GM and Head Coach are two different leadership roles that require...
Jul 5, 2018
In episode 32, Tom Benedict, VP of Purchasing at Wayne Homes, shares insights, perspectives, and experiences from 30 years in home building. Tom provides a detailed look into why price is not the only thing that matters to a purchasing manager and what sales people should do more (and less) of. Tom shares methods...