John kicks off the 20th Anniversary Celebration in Miami Beach, Florida with messages of gratitude to our customers, friends and family for an amazing 20 years of business helping our customers to drive revenue.
After doing business in Rome, John traveled to The Azores for a rainy hike. Click on the video to learn more about the importance of selling skills rain or shine.
Last week in San Francisco, John attended The BioTech Conference and multiple other sessions in and around the JP Morgan Healthcare conference.
The California Life Sciences (CLS) association was a gracious and thorough host, inviting us into 3 marquis receptions to meet new prospects and interact with existing customers. Thank you Una Mary McCarthy Deering (pictured) for your superb coordination.
Several of the CLS Leadership team have been through our sales process programs at different points of their careers to include Mike Guerra, President (pictured), Kim Brocchini, Sam Assman, Joe Pelligrino and Sepeedeh Moin.
The energy and excitement around the funding of startups, acquisitions of other companies by larger corporations and overall effort put into medical and scientific breakthroughs was palpable. The work we do helps to balance the integration of new companies from acquisition with a focus on organic growth…. And to drive revenue! Lets GO
The video above defines the value that we bring to our customers in the execution of their commercial strategy. Click to learn more.
It’s Design Week here in Milan, and automotive, fashion and artistic leaders are displaying the latest in cutting-edge design. We are working with a customer to craft their sales process for success. Listen to the video for more. Ciao!
Happy New Year from the San Jacinto Mountains. John discusses articles from our upcoming newsletter that include Your Pipeline, Your Success and How to Use Stories to Connect with Prospects and Qualify Leads. Altitude, Solitude and Gratitude. Wishing you all a wonderful 2024.
John visits Providence, Rhode Island talking about closing your pipeline for the remainder of this year and strategy for next year along with budget and commercial execution. This is where your sales process comes in to help each of your team members to have value based conversations.
Last month, I had the opportunity to visit the JFK Museum in Boston while on a business trip to the area. This visit had been on my bucket list for some time, and I had immersed myself in reading about President John F. Kennedy to prepare for the experience. Little did I know that the real essence of JFK’s leadership and service to others would come to life in a whole new way as I walked through the museum.
I was already aware of the pivotal moments in Kennedy’s life, such as his journey to the Oval Office, his role in the Cuban Missile Crisis, and his unwavering support for the Civil Rights movement. However, being at the museum allowed me to delve deeper into the complexity, danger, and the level of involvement he had in both these monumental events.
It would be odd not to be in awe of the pressure and responsibility that Kennedy faced during those harrowing days in October 1962. The world stood on the brink of nuclear war, and it was Kennedy’s leadership, his calm and measured approach, that steered us away from potential catastrophe. The crisis underscored the true test of a leader, showing how one handles adversity and the lives of millions hanging in the balance. Kennedy’s decision-making during this crisis demonstrated his resolve and his commitment to safeguarding not just American lives but the entire world.
The additional profound impact JFK had on shaping the world was through the establishment of The Peace Corps. While these two major crises unfolded in the 1960s, Kennedy was also laying the foundational work for the Peace Corps, which would go on to become a beacon of American goodwill and humanitarianism. This organization exemplified his vision of service to others, both domestically and internationally.
Visiting the JFK Museum was a powerful reminder of the enduring legacy of President Kennedy’s leadership and his unwavering commitment to service. His ability to inspire others to serve their country and the world is a testament to the kind of leadership that transcends time and continues to shape our world today. In an age where leadership and service are more crucial than ever, Kennedy’s example remains a beacon of hope and inspiration, one that would could certainly use in our next President.
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.