Great Expectations

Great Expectations

Sales Leadership Interview: Great Expectations I recently spoke with Ginny Brach, Senior Vice President of Dunn & Bradstreet. We discussed negotiating substantial deals: setting expectations, knowing when not to say “yes”, holding back, understanding the prospect...
Sales Leadership Interview: Elements of Success

Sales Leadership Interview: Elements of Success

I recently spoke with Bryan Russo, Senior Vice President, Director of Sales of Zelis Health. We discussed sales management: top performers vs top managers, earning the respect of your team, balancing metrics with leadership, and the human factor. Top Performers vs Top...