Category: Uncategorized

  It doesn’t matter how often we say that it is not right to judge people because we will never stop doing it. It’s in our nature to make snap judgments about other people, albeit oftentimes too harshly, and we like to believe that we should accept people for who they are. I’m fine with...

I remember my first day at work in a new sales position that I was excited about. I wore a jacket and tie to the interview because I wanted to make sure I positioned myself as a professional, so on the first day of work, that is what I wore to work. No bait and...

Lately, I have become very sensitive to how professionalism is being adjusted in our business culture. I feel like there is an old man inside of me screaming, “Well, back in my day…” and honestly, I’m not really that old. But it seems that the concept of professionalism is constantly being watered down, and it’s...

Scorecard Sales: B2B Sales Training Experts Serving South-Central Pennsylvania Small and mid-sized B2B firms across Berks County are facing the same fundamental disadvantage their larger Mid-Atlantic competitors have spent the past decade exploiting: a measurement gap. The bigger company can show its salespeople where they stand against quota in real time, can identify which activities...

Scorecard Sales: B2B Sales Training Experts Serving South-Central Pennsylvania Berks County’s B2B sales workforce is older than many of the regions it competes against, and the gap is widening. With more than 31 percent of county residents aged 45 and over, and Berks County’s median age sitting at 39.9 years, the construction, insurance, and manufacturing...

Scorecard Sales: B2B Sales Training Experts Serving South-Central Pennsylvania Berks County operates a manufacturing base nearly twice as concentrated as the Pennsylvania state average—and that single fact is reshaping how B2B sales teams across the region are recruited, trained, and compensated. With 31,480 manufacturing workers across 508 establishments and over 8,900 active business sites overall,...

I need to get something off my back—literally and figuratively. I’ve dealt with significant lower back pain for most of my life, and it has reached the point where I’m now exploring serious medical intervention. Along that journey, I’ve learned an important lesson about doctors: you don’t truly know what kind of doctor you have...

One of my favorite phrases to share with leaders is, “The mood of the king is the mood of the kingdom.” It’s a simple but powerful way to illustrate just how influential leadership is on a company’s culture—for better or worse. A companion phrase I often use is, “What leaders praise becomes culture.” Most people...

I’ve worked with and coached hundreds of salespeople over the course of my career, and one truth consistently stands out: true sales rockstars are rare. They exist, and when you have one on your team, it’s a gift. But most sales professionals are solid A or B players—reliable performers who may not dominate the company...

One of my favorite first assignments when working with a new client is deceptively simple: allow someone the opportunity to sell you something. On the surface, it sounds easy enough. We encounter salespeople constantly in our daily lives, yet most of us are expertly trained to avoid them. We ignore, deflect, or say “no” before...