Articles

Sell as Yourself: Making Authenticity a Practice This blog originally apeard on LinkedIn Key takeaways from my LinkedIn Live conversation with Lex Moschakis. What is authenticity? Let's start by...

A Model of Excellence Transforming Sales Managers into Skills Coaches One of my first jobs at Habits at Work was to grow and manage Andrew Sykes professional speaking business. The sum of my...

Prioritizing Sellers’ Health, Happiness and Security to Maximize Productivity At Habits at Work, we believe there are 12 High-impact Habits that make sellers great at their job. However, there is...

Origin Stories and the Aspen Trees One of my favorite childhood memories was playing “Leaf Stem Fight” with my younger brother under the aspen trees.  I grew up in a small city in the north part of...

A customer decides THAT they want to buy from YOU before they decide WHAT they want to buy from YOUR COMPANY Within 3 days, I lost a deal that was in contract, 90% of my pipeline disappeared and a...

3 Lessons to Master the Art of Listening Empathically Think of someone you consider to be a really good listener. How do you FEEL about this person? We LOVE good listeners because they give us the...

Asking Customers for Feedback My friend and colleague, Craig Wortmann, CEO of Sales Engine and Founder of the Kellogg Sales Institute, often speaks about the power and importance of balancing...

Habits Alive! Bringing Storytelling to Life As someone who started my professional career as an actuary, who uses mathematics and data to measure and manage risks, I had to learn the power of...

A customer decides THAT they want to buy from YOU before they decide WHAT they want to buy from YOUR COMPANY This article originally appeared on LinkedIn I love to laugh. I love funny people. If I...

The Butterfly Story This article originally appeared on LinkedIn My sister’s wedding day was the best day of my life. Almost two years ago, on one of those perfect summer nights in Chicago, I waited...

Running an Effective Quarantine This article originally appeared on LinkedIn I am currently on day 45 of my self-imposed quarantine. I have recently had some time to sit down and reflect on this...

Why now is the best time to invest in your sales and customer success team I was reminded of a Chinese Proverb last week: The best time to plant a tree was 20 years ago. The second best time is now....

Virtual Onboarding: What Made It Work This article originally appeared on LinkedIn Virtual onboarding never came to my mind until it became a reality.  On the weekend before my first day, I received...

Running Effective VIRTUAL Meetings This article originally appeared on LinkedIn If there was ever a time to find out which meetings could be emails, it’s when a pandemic is knocking at your door...

Finding Opportunity in the Obstacle This article originally appeared on LinkedIn With the overwhelming amount of media, memes, and information floating around the internet, it’s hard to focus on...

The Key to Presenting Yourself as a Trusted Advisor: Your Personal Origin Story When you introduce yourself, is your story stale, boring and uninspiring? Or, does it establish credibility and...

Listen Empathically to Uncover What Really Matters to People When I was younger, I wanted nothing more than to paint my room. In a house full of eggshell-colored walls, I dreamed of purple. A rich,...