The Drift

The Drift

The Drift is Back.

You haven't heard from The Drift since late spring... a several-week hiatus that allowed for some R&R, a bit of business planning, a little bad golf, and the outlining of a book that will be called Write this Down: Memes and Metaphors for a Better Life in Sales. Since fleshing out the book will take a while longer, I've decided to share many of the aforementioned Memes and Metaphors across the next few posts of The Drift. Read on, comment, share, push back and apply them to your own life in sales. Your interaction will only make what I ultimately produce that much better.

The first thing you talk about or put on screen is what the sales call is about. If it’s about you, or if it consists of a set of blank-slate questions you might have already answered with a bit of research, then you’ve defined your meeting as either an information dump or a fishing expedition.

Stop listening to the voices in other people’s heads. You can't manage what others may or may not think about what you say or do. Focus instead on your own Why. That will be enough.

Leadership happens everywhere, at every level. A title change or promotion isn’t the starting point for leadership. It’s most often a matter-of-fact recognition of someone who’s already been leading.

You get delegated to the people you sound like.

There is no such thing as a renewal. If you’re not working to win your customer’s respect and loyalty as though the relationship were brand new, someone else is. And you’re in the process of losing a customer.

Life is better when you’re left of budget.

Attention is not a passive state. To pay attention is, literally, ‘to attend’ – to be present. When you are – and you will KNOW when you are – you will have created the white space where all good things happen.

You can promote someone long before you give them a new title. Including yourself.

Adversity and struggle are capricious. All we can control is how -- and how often -- we stand back up.

    More Posts

    A Time of Truth.

    Five years ago, P&G CMO Marc Pritchard called bullshit on the digital supply chain and challenged us to get our house in order. I’ll make it even simpler. Tell the truth. Sell real stuff. Clean up after yourself. Leave the place a little better than how you found it. Create confidence. Now Google and Apple have done us all a favor. They not only locked the door to the digital funhouse; they pretty much burned the place down. What we build now is up to us. I hope we build back better.

    What We Say When We're Not Selling.

    While erstwhile sellers may never actually come out and say "Please don't buy anything from me today," these anti-selling clichés may be the next best -- or worst -- thing.

    The VIP Manager.

    For teams conditioned to their managers spitting out answers and directives, this approach is going to feel strange at first. The VIP manager is forcing strategic thinking and deeper context into decision making that’s too often situational, transactional and unscalable. VIP management will slow down the moments while simultaneously speeding up the growth of your team.

    Our Year on Earth.

    For exactly a year now, each day, without leaving home, we look into the faces of dozens of industry execs: we share meaningful phone calls with managers working to better lead and care for their teams. On a dime, and on a shoestring, we’ve pivoted into the fourth complete reinvention of our company. And we’ve spent this year on earth making a difference for good people. Who's luckier than we are?

    Hiring in the Shadows.

    The truth is, we’re still mostly interviewing the way we did in 2015 – and 2005 and 1995 – and it has nothing to do with the pandemic or Zoom. Our perspective on talent is compromised not because we are now hiring within the frame of a Zoom screen. It’s because we’ve always used a flawed lens to frame candidates.

    Low Beams.

    The person you’re speaking to right now… the work in front of you… today… the next hour. These are the only reality we can truly impact. Look past them and you’ll lose the only resource that can never be replaced: The moment.

    The January Conversation.

    Without a disruptive strategy to get the January conversation, you’re just another player hanging around the rim waiting for a rebound. You deserve better. So grab the ball and take your shots.


    A little more light, more vaccine being delivered, people sharing news of their vaccinations on social media. And even as the amount of light and hope spirals upward, we will simultaneously suffer through cold and storms and sadness. These things live together in winter, but in spring the light wins out. And Spring will come. Just stay focused on the light.

    What It Will Take.

    Now here we are, with vaccines rolling out and a sense that things are going to get better… but only in the spring. Here we are, facing winter. And we’re asking ourselves, what will it take? What will it take to keep spirits strong, to stay hopeful and resilient under the weight of COVID fatigue and Zoom burnout? It will take choices... good ones.

    What I Heard in Class.

    In today’s post, I’d like to invite you inside one of our Upstream Sales Workshops on Zoom and let you overhear some of what’s being taken away.

    Window of Opportunity.

    Nobody ever says I just wish I’d waited longer to change. I’m glad we didn’t.

    You Already Know.

    It’s been said that learning is finding out what you already know. So what is it that you already know that I’m likely to remind you of?