The hard reality Everyone works hard with and for their customers but not everyone gets a reward. Throughout most of my early career in sales, I struggled. In fact, the…
Every conversation matters There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. We all need to…
Are you really THE expert? Research. Research. Research. We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones…
What if leadership was what we really needed in key account management today? Warren Buffett was once quoted saying: "When the tide goes out you find out who's been swimming…
The New Normal On March 1st, 2020 the world was hit with a global pandemic that literally transformed the way every business viewed themselves, their markets and their own position…
Defining Crisis When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals. In reality, crises can take many forms and…
How would you rate the quality and impact of your customer conversations today? It’s a question we must all be mindful of. Your answer will confirm how effective you are…
Familiarity with customers is great until it isn't. When unchecked, familiarity can turn into complacency and a false sense of security. We can then miss an important reality... Every relationship…
Telling your customer’s story transforms who you are together. That’s a big statement, and it’s warranted. Customer stories give you a true view of the impact of your products and services…
Trust is at an all-time low around the world. In fact, if you were to read some of the findings from Edelman’s trust barometer you might become depressed by the…