State of Readiness; David Light – President, Certainty Resources

State of Readiness; David Light – President, Certainty Resources

My guest today is Dave Light, owner of Certainty Resources Limited and author of the book, “The Certainty Principle”. We start this episode by exploring David’s meandering journey and how each opportunity, with some tenacity and focus, led him to the next. But his personal transformational moment, the one that helped him to decide to…

How changing customer behavior should change your growth strategy

How changing customer behavior should change your growth strategy

Consumer behavior is changing dramatically all of the time… … If you don’t plan for the future today, you may find tomorrow’s too late. While the immediate response to COVID-19 seems all-consuming, we still need to think of this pandemic in phases. There’s what we must do “now” to manage business continuity, what we must…

The Complete List of Sales Interview Questions and Answers

The Complete List of Sales Interview Questions and Answers

Have you ever “Nailed it!” when interviewing for a sales position? All the stars aligned. Your answers were spot on, and the rapport was effortless. Isn’t that the best feeling?! How do you usually feel when interviewing for a sales position? Excited? Nervous? Confident? Uncertain? Driven? All of the above? Regardless, there are concrete ways…

Competing in a world of sectors without borders

Competing in a world of sectors without borders

On the premise that digitization is causing a radical reordering of traditional industry boundaries, McKinsey & Co. poses the question: What will it take to play offense and defense in tomorrow’s ecosystems? In an attempt to answer the question, this article delves into Japan’s single largest online retail marketplace: Rakuten Ichiba… Read more here

Five Steps Guaranteed to Increase B2B Sales Revenue and Margins

So, how is your company’s sales process working? Responses to that question often paint an ugly picture: “We just don’t have the discipline to make a sales process work.” “We put it in place but the people just don’t follow it. They like to do their own thing.” “We have trouble because our sales managers…