Other Articles

I’ve produced a number of original content pieces on LinkedIn – each with varying degrees of readership.

Screen Shot 2017-02-01 at 12.03.41 PM A Millennials Guide For Figuring Out Work

My middle son had expressed some dis-satisfaction with the early arc of his career, which spurred me to write this article.

Screen Shot 2017-11-23 at 6.53.55 PM Chauncey Billups Stole My Sales Training

Successfully adding new salespeople to a smaller business requires a strong plan. Reading Chauncey Billups – Letter to My Younger Self on The Players Tribune reminded me of the missing component of my first training plan.

Screen Shot 2017-11-23 at 7.10.25 PM To Brand or Not to Brand?

Selling more to current customers is the Holy Grail of Sales, If you’ve been accepted by your clients within the narrow walls of a specific realm, it can be extraordinarily difficult to bring complementary products and services to those same clients, yet, most organizations today push their salespeople to pursue an expanded business footprint with existing clients over the time consuming and costly process of new business development. In this article I consider the notion of branding lines of business within a Company under different monikers.

Screen Shot 2017-11-23 at 7.16.20 PM The View from Here: Day 37

New jobs often come with a brand new set of challenges, responsibilities and surprises. Here are my thoughts on this particular new job at Day 37, and our progress toward what we want our world to look like.

Screen Shot 2017-11-23 at 7.19.00 PM Crowdfund the Government?

It’s high time we as citizen taxpayers were allowed to directly fund those projects we believe in. Technology gives us the ability and the internet creates the opportunity.

Screen Shot 2017-11-23 at 7.22.43 PM A Gen X Response to This Millennial’s Piece

Author Melanie Curtin penned a very popular LinkedIn article A Millennial Response To This Boomer’s Letter. Early in the discussion about Millennials and their rapid ascension into the workforce, there was rampant conversation (argument?) about the construction of their stereotype. To date, my response to her piece has been viewed 13,000 times on LinkedIn!

Screen Shot 2017-11-23 at 7.38.29 PM Are Your Systems Ruining Your People

We were winners of a new multi-million dollar contract and it nearly destroyed one of our sales offices. Like the weakest link in a chain, a process is only as strong as the combination of it’s systems and people. We had excellent staff; tenured, professional and hard-working, but the system they were required to use to execute on the business we were creating was SO flawed and convoluted that it was pushing them all to their breaking point, and they needed me to know about, NOW.

Screen Shot 2017-11-23 at 7.45.00 PM Campaign Development (Cures the Forehead Crease)

If your salespeople have to dream up reasons for their prospects to engage with them, their efficiency (and productivity) will go in the toilet. Identify the solutions your target customers want and then find as many of those type of buyers as possible for that winning solution.

Screen Shot 2017-11-23 at 7.48.57 PMDemographics Disconnect the Social Selling Model

If your Sales Management team (especially your 1st line field Sales Management) hasn’t been immersed in Social Selling, they will struggle to identify key behaviors in prospecting in today’s sales arena and short-circuit your Sales Team performance.

Screen Shot 2017-11-23 at 7.53.58 PM If I Were 22, LinkedIn Insiders

LinkedIn asked participants to offer their thoughts for 22 year-olds entering the workforce. Mine are found here, with Insider Tips of additional things to consider.

Screen Shot 2017-11-23 at 7.58.05 PM Time to Go It Alone? – 3 Points to Consider

As author Michael Gerber so astutely pointed out in his book The E-Myth many an employee strikes out on their own in response to the many failings of executive leadership. While seeking one’s own path is not on it’s own a folly, additional consideration should be given when considering a career choice as an entrepreneur. Here’s a distilled version of my thoughts on the most important things to consider.

Screen Shot 2017-11-23 at 8.14.11 PM Don’t Be Redundant with Social

When developing your Personal Brand, it’s important to remember your followers will find your content across multiple channels. This article discusses the nuances of assuring yourself a strategy to ensure those channels find your content in the appropriate voice.