Road Trip 2019
As each year ends and we plan for the next, we try to start with an idea - a belief, actually - that will inform our work going forward: Seller Forum discussions, The Drift, workshops, coaching conversations...everything.…
As each year ends and we plan for the next, we try to start with an idea - a belief, actually - that will inform our work going forward: Seller Forum discussions, The Drift, workshops, coaching conversations...everything.…
Veterans Day 2018 brought familiar reminders to those of us in the general public - non-veterans - of the service of others. Who can miss those Camo'/faux-military hats and warm up jackets on the sideline…
For something we use every single day, most of us really end up sucking at email. It's not that we're not all really articulate - we've got some really brilliant writers in our ranks. It's not that we…
What if there were no bosses? If there were no office hours, no vacation policy, how would the people make decisions? If there were no one watching, what would lead them to make good decisions that cared…
The reason your sales calls aren't turning into sales may have nothing to do with preparation, content, fit or numbers. They might just be too big. Repeat after me: Small meetings are always better than…
Nobody says no anymore. But then again, nobody really has to. Much of the lore and literature of sales has the seller managing the objection, tenaciously staying in the conversation and turning the no…
Next month I'll be speaking at Programmatic I/O in New York about selling programmatic technology and audiences. No, selling programmatic isn't a typo, nor is it a contradiction in terms like jumbo shrimp…
It seemed like Joe Gallagher had a million friends. And logic tells me that, while I was his friend, I was certainly not his best friend. Yet somehow, he always made me feel like I was. If you knew Joey…
I've often threatened to write a book filled with "Things No Customer Has Ever Said." In honor of this final short week of summer, here's a short look at what might be on the first few pages. "I just…
It's a vacation week, so I'm shooting out a very abbreviated Drift. For the eighth month, here are eight short ideas. Happy Summer. Don't compare your insides to other people's outsides. You have no idea…
At the final Seller Forum of 2018, we'll grapple with a fundamental truth about digital sales success: As a sales leader you depend on many departments and people that you don't control. Whether they directly…
If human talent is the killer app in our industry, why do we suck so badly at attracting, evaluating and retaining the best people? And how does a flawed candidate manage to slip through the interviewing…