I recently completed a personal challenge: to write, edit, and publish 30 LinkedIn posts over 30 days (May/July 2022). It was fun, but tough. Results and Learnings So far, this has happened: • Total views / impressions of the 30 posts = 218,000 • Average views / impressions per post = 7255 • Total reactions…

It was July 4, 2012. A MAJOR malfunction happened in San Diego. 7,000 fireworks lit at one time. The show ended in less than a minute. It was scary and comical at the same time. Many salespeople light all THEIR fireworks at once, too. Without investing time and energy in researching or engaging their audience, they unleash an arsenal of ambiguous noise about their company, their products, and themselves.

To SDRs in the house: Chronicle your journey. Keep track of your wins, losses, and lessons. Craft an authentic narrative about your experiences. You’re likely at the west-end of your career arc. The path “from west to east” is bumpy. This is normal. Remember, though… You’re not here to survive it. You’re…

Want to earn that promotion? Looking for more responsibilities? Aspiring to be a better leader? Learn how to solve problems. The gnarlier the problem, the better. It’s how most leaders become leaders. Barbara Corcoran said: “Without problems to solve, we couldn’t grow.” Teddy Roosevelt said: “Complaining about a problem without…

I talk with dozens of sales and SDR leaders. These 5 problems continue to bother them: 1. Loose interlock between SDRs — AEs — SEs 2. Little to no “outbound culture” 3. Lack of technical / product proficiency 4. Leads from the wrong segment / audience 5. …

These 10 laws are in effect, whether you like it or not. They’re working around and within you. Use them to your advantage. 1. Law of Forced Efficiency There isn’t enough time to do everything, but there’s always enough time to do the most important things. 2. Law of Attraction Like…

SDRs, invest time to self-assess. The exercise clarifies the path ahead. And reminds you of your purpose. Open a blank document. Answer these questions. What you put into it is what you’ll get out of it. 1. What are your career aspirations? Short-term, long-term? You define each. 2. Who do you want to emulate? What 1–2 people inspire you and why? 3. What do you need to learn and work on? Be specific.

Little things make the big things happen. Jiro Ono is a 3-Michelin Star sushi chef in Tokyo. His sushi attracts guests from everywhere. He doesn’t advertise. The restaurant is underground, near a subway station. It seats 10 guests and costs $400 per seating. If you are on time, you are…

You’d be surprised at how fast you can change your focus. You’re not thinking about your left earlobe, for example…. Until now. That’s how fast you can get back on track. That’s also how fast you can veer off track. Problems sometimes stem from our decisions — or lack thereof. You see, once you decide to improve, decide to serve others, or decide to win, your brain kicks into gear. It’s like deciding to buy an electric car. Suddenly, you see them everywhere.