Mar 27, 2023

Paul offers suggestions to help bridge the divide between sales and operations to serve customers better.

Show Notes

As an organization, from the shop floor to the top floor, follow this bedrock philosophy: “Do more of that which adds value and less of that which adds little or no value.” 

Conduct a “field day”...

Mar 20, 2023

Paul tackles the issues that many salespeople have with the idea of selling to that ultimate decision maker.

Show Notes

You should be calling on high-level decision makers from the start! Tune in to find out why (and how).

When you’re interacting with a high-level decision maker, you have to provide meaningful...

Mar 13, 2023

Paul shares some insights to help you sell with a deeper purpose.

Show Notes

You must realize that you are not just selling a product, you are serving people. Imagine if you approached your work like that every day.

For some salespeople it’s all about making money—we need money. But find that deeper purpose behind...

Mar 6, 2023

Paul shares four ideas on how to build and sustain the value-added movement, but also some insight on why movements can fail.

Show Notes

Clarity-Communication-Commitment-Courage

As a leader, you must articulate your vision and purpose as a value-added organization. Be crystal clear.

At every company meeting, in every...