Mike
Be the Drummer
Stewart Copeland is a rock star. He is best known as the drummer for the Police, and he is an accomplished composer. He is credited with...
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Mike
- 2 min
You Have to Do the Research to Get the Message Right
I have used the title founder to describe my role at two companies - the Rarer Leader Group and Cheerful Gear. As a result, I get a lot...
Mike
- 2 min
Embrace Your Superpowers | Episode One, Courage
We should ask for what we really want. That sounds simple, but sometimes we make it complicated. In my book Whiteboard Wisdom, I...
Mike
- 2 min
Consider Their Fulfillment Triangles
We often find fulfillment in situations where three things are simultaneously true: 1. We like what we are doing, 2. We feel...
Mike
- 1 min
It's All About Execution
I shared a growth story with someone recently and they asked me this very specific question. How were we able to grow company ABC from $X...
Mike
- 2 min
Include Your Executive Team
It is common for sales professionals to engage a core team of helpers in our sales cycles. We never hesitate to call on our solution...
Mike
- 2 min
Sell to the CEO & CFO Agenda
I read a recent LinkedIn article by a prominent influencer who said that the only buyers who matter now are the CEO and CFO given market...
Mike
- 2 min
Tell More Stories from the Whiteboard (In Person & Remotely)
Many sales teams rely on PowerPoint presentations to tell their value stories. There is a place for that, but telling stories from the...
Mike
- 1 min
Align Your Message to VALUE
Understanding Primary Motivation and the 3Rs In our private lives and in business, aligning our actions to the things that really matter...
Mike
- 1 min
The Best Sales Process
I've led sales teams in companies that range in size from early-stage startups to the Fortune 500. I have experience with many different...
Mike
- 1 min
Slow Down
Let's slow down. We don't hear that very often in our fast-paced, monthly and quarterly performance driven sales teams. But sometimes,...
Mike
- 3 min
Be a Better Partner - the Dating Game
If you are a sales professional in a business-to-business setting, there is a good chance you have partners who help you identify...
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