The Most Important Member of Your Sales Team? Hint: It Isn’t You. As a virtual sales team motivational speaker, I know how tough its been in what I call “The Time of COVID.” The good news is that for the most part, business has adapted. McKinsey & Company, the international management consulting firm, has…
Medical Device Sales Customers Need You, Are You Determined to ‘See’ Them? How is your Medical Device Sales team managing change in these times of COVID-19? Are you succeeding or have you given up? Your customers need you more than ever, are you determined to see them? Or have you written them off? “But…
Change is Everywhere, But Nothing Has Changed About Staying Safe As a virtual safety change management speaker, I know that in these uncertain times, nothing is more important than staying safe on the job. Unfortunately, because of stretched resources, layoffs and communications in the “new normal,” staying safe is harder than ever. I’m not…
When Everything is Changing, What Should Stay the Same? If you perform any corporate sales function, I don’t have to tell you that in the pandemic everything has changed. As a former corporate sales person myself, I valued meeting face-to-face with my clients. That is currently not possible. Sales people have had to re-focus…
Small Business in America: It’s Gut-Check Time Being a small business resilience speaker and having my own business, I relate on a personal level to one of the tragedies of the COVID-19 pandemic: how it impacted small business across America. By May 12, 2020, the Washington Post reported that at least 100,000 small businesses…
Is Your Team Determined to Fight for Diversity? Never before in the history of our nation has diversity been more of an issue than it is now. It is time for change, but it takes an active mindset to change the corporate vision. Are you determined to help in that fight? Dollars and (Common)…
Insurance Industry Change: Virtually as Hard as You Make It As a motivational insurance sales speaker and former member of the Million Dollar Round Table, I know that selling insurance is easily one of the world’s most intensive, public facing sales jobs. Though products vary from company to company, the most important product you…
The Biggest Healthcare Challenges Are Found in Us It is impossible to say how many times I’ve delivered keynote speeches on Healthcare Challenges when an audience member might ask, “Scott, have you ever seen a greater healthcare challenge than the one we face?” Invariably, they are referring to a specific disease or a set…
“Looking Around” is Not the Same Thing as Having Vision In my role as a keynote speaker on pharmaceutical sales and change management, I am often surprised by the answers I receive when I ask a group of sales reps, “What is your vision?” The answer I most frequently hear is “I am looking…
In Sales, Some Things Change; Resilience Doesn’t As a motivational speaker on resilience and grit, I know that of the many qualities a salesperson needs, resilience – and the daily grit to remain resilient – are never mentioned enough. Perhaps it’s because resilience, the skill of being flexible, isn’t thought of as being cool.…