As the COVID impact increases remote working, virtual conference calls, and online purchasing, sales leaders need to be asking a simple...

Segmentation, targeting, and positioning are critical for marketers. Tailoring messaging, media, and products for specific customers can...

This pandemic will be over soon. While the costs will be high, scientific innovation and “social distancing” will eventually eliminate...

It’s not as if organisations do not realise the overwhelming costs of having a disengaged workforce… most organisations have identified...

We obsess over deal velocity. How quickly can I find deals, close them, and move onto the next one? It infects the rest of our work: BDRs...

To solve this Periodic Resignation crisis, leaders and managers in positions of power and influence first need to understand what truly...

I have long believed that success starts earlier than most people think. A lot of people assume that success begins when stakes are...

While it's not possible to avoid negative states of mind entirely, some people are better than others at identifying what's going on in...

There’s those few aspirational companies that we deeply want to work with. Their logo on our site would show everyone that we’re #1 at...

When you're an employee, you often think you're expected to only do what you're told, and you don't always see your knowledge as...

As an infant, I displayed a variety of facial expressions to signal my moods, pointed at objects of interest, and bonded with my parents...

Everyone knows someone who can walk into a room full of people and within minutes give an accurate description about the relationships...

Most prospects researching how to address specific logistics challenges aren’t ready to buy. Yet. The mistake many logistics businesses...

You think your logistics business has a compelling value proposition and you try to get prospects to pay attention, but it’s hard. Very...

One popular and important marketing exercise is defining a logistics value proposition – your company's “promise” to the market. You want...

Yes, we are all pretty busy. And, you are probably getting a lot done in your workday and your life in general. But, many of us look for...

Wondering about poor leadership can certainly be objectionable as a topic. But, it’s a great area for anyone to work on and improve in...

Rockstar Leaders, Sales Managers, and Sales Reps aren’t born. They’re mentored, coached, and guided. Mentoring is a perfect way to deepen...

Last time, we discussed reviewing your sales misses and losses by gathering data and comparing it at a Sales Post-Mortem meeting. If...

A value proposition is what tells your customers who you are and why they will want to work with you. It talks about why someone should...