Don’t Out-kick Your Coverage

Don’t Out-kick Your Coverage

Believe it or not, this post was not necessarily motivated by the fact we are knee-deep into the greatness that is football season. Timing is right, however, for this particular message. Be careful you don’t out-kick your coverage. Or at the very least know...
The Pipeline Depends on The Process

The Pipeline Depends on The Process

Part of being an effective HR Business Partner is expanding your knowledge base to include your internal clients. My buddy Adam Boyd offers some great advice on the challenges faced by selling professionals. I see a lot of similarities in our roles within HR as...
Urgency – It’s All Relative

Urgency – It’s All Relative

Guest Post from my buddy Adam Boyd; Adam hangs his hat in Austin, TX where he works for Sandler Training helping organizations maximize selling opportunities “Stop the car, Mom! Stop the car!” My not-quite-three-year-old son yelled from the back seat,...

In the Cold

In our offices, there’s a very regal reception area. The front desk is often unmanned, but a “mahogany row” of offices stretches out behind the desk area, and a large, glass-enclosed conference room punctuates the scene. We like it, our clients like...
“Coffee is for Closers!”

“Coffee is for Closers!”

Single greatest role of Alec Baldwin’s career came in one of his most limited roles. When I saw Glengarry Glen Ross for the first time, I was actually in an outside sales role; Baldwin’s performance scared me straight, I knew my future did not reside in...