Following two weeks in Europe delivering three Sales Process Workshops, I went to Marrakesh, Morocco to unwind and enjoy their amazing culture. While in the nearby Atlas Mountains, and in the thriving city, we kept hearing about the power of storytelling as a means of communication for centuries. Click on the video above to hear how storytelling transfers into sales success when pursuing new business and growing existing accounts. And click here to learn how to use this valuable tool.

From barbecue to the bullring, the FSS team traveled to two sister cities: Kansas City, Missouri and Sevilla, Spain to train 2 different clients on sales process in the Lab Equipment and Language Service Providers markets (we were also in Paris). What are the shared criteria for sales success on a global basis? Listen here for our customers’ perspectives.

The “March Madness” basketball tournament, formally known as the NCAA Mens/Womens Basketball Championship, is the pinnacle showcase for skill mastery in the collegiate basketball world. This year, my alma mater, the Aztecs of San Diego State University (SDSU), had a spectacular run-up to the championship match.  

What The Aztecs did so well is similar to the work we do with our customers’ sales teams, albeit in a different “business setting.” Coach Brian Dutcher of SDSU has refined and reinforced their process (sports leaders will often call it a system), relied on tools, committed to Coaching and focused on continuous skill improvement.  

For his team, those skills include bouncing and shooting a ball, playing defense, and getting rebounds. For the sales teams we work with, the key skills are proactively developing new business, identifying business objectives, establishing value, accessing key players, managing the buying process, and (of course) negotiating and closing. 

How are you getting better today? Are your sales leaders doing everything they can do to ensure that all customer-facing roles have the skills they need to win? Don’t wait to improve—the competition sure won’t.  

John and the FSS team will be in Europe for 3 weeks in April working with a global commercial translation organization. If you are in Paris or Sevilla, and would like to meet for a coffee or Spring walkabout, please reach out to John at Ole and Merci!


John traveled to Boston, Massachusetts recently to meet with customers and prepare for 2023. How ready are you for next year?

We look forward to returning to Philadelphia to work with teams in the Life Sciences industry on their refined approach as we all move into a new economic climate. Some markets remain hot while others cool off – how will you tailor your approach? We can help. Contact John directly for information on this exciting, interactive workshop.

From the location of his first sales training meeting in 1987, and the Olympics in ’96 to today, John is in Atlanta, Georgia.

Altitude helps in physical, spiritual and mental ways. Take a look and a listen. Watch video above.