When I think of Twyla Tharp I think of creativity in collaboration. When I was younger, I was given a book written by Twyla Tharp called The Creative Habit. It was an incredible resource that helped me better understand how creativity was a habit, and habits can be learned. I’ve…
When you think about why you became an entrepreneur, who inspired you most? What did they say or do that keeps you moving forward, even when the odds are against you? What did your mom teach you about being an entrepreneur? For many of the best leaders I’ve met, they…
Having spent over 20 years working in strategic accounts in many different emerging industries, I’ve learned much about what makes a profitable strategic account. I would love to tell you that it’s the outstanding strategic thinking sales leader who ensures that key accounts continue to grow and thrive over time….
The first key to building a strong key account program is to invest time to better understand your partner’s business. With over 50% of executive leaders feeling there must be a better way, I thought I’d give you several ideas to help you choose the right clients for key account…
Over 50% of CEOs interviewed are unhappy with the results they get from their strategic / key account programs. Talk with your best clients and they can tell you they expected more when they decided to choose a primary supplier to partner with as a key account. How can both…
How do you make a difference in the world today? It seems like we’re always being challenged to become better leaders. But at a time where we can all impact the world in our own ways, why do we strive to be more like everyone else we know? What kind…
How much do you know about your key clients? How do you create great partnerships with other organizations? Social business, big data, and global competition are challenging the way we’ve done business in past. With all this information available about a potential key client’s business, why aren’t sales professionals able…
Have you ever considered what would happen to your business if you lost your best client? How much revenue does your best client generate? How hard would it be to replace this key account for your business? I’d like to share a story with you that keeps many of my…
What’s the best way to connect with your family, friends, clients and community? In the age of social business and technology disruption, what tools do you need to stand out from the crowd? What if I told you the most powerful way to connect with others is through stories, not…
What trends are converging in your markets to create the perfect storm for your business development efforts? Will retirements slow your business’ growth?