Tampa Leadership

If you’re in sales and new business development, you know that your job consists of three primary functions: selling (including presenting your solution to a prospective customer or client, then closing for a commitment), servicing the account once you’ve closed it and prospecting for new opportunities. By far, the activity that many sellers find most

If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season. Similarly, we also hope your year-to-date sales projections, revenue goals and business plans are on track to meet, or exceed, your expectations. But, if you

Scott K. Edinger, based in Tampa, has written three books and more than a hundred articles in Forbes and Harvard Business Review, among other publications. Edinger has worked with chief executive officers and senior leaders to develop pragmatic strategies and execute approaches to drive top and bottom-line results.  His latest book, “The Growth Leader: Strategies

By Jennifer Garbowicz, private client advisor and senior vice president, Bank of America Private Bank In July 2023, I realized a dream and conquered a challenge when I summited Mount Kilimanjaro, in Tanzania, the highest mountain in Africa. The total duration of the climb took about five and a half days up the mountain and

By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the nub after the back-to-school sales.  For students, it’s back to an environment of new experiences, new ideas and continuous learning, and development. But, as business

Diversity, equity and inclusion, or DEI, is not only a good thing to do, but also a highly valuable business strategy. While the subject can be sensitive, we should understand its value as a strategy. By leveraging the power of DEI, companies can reap numerous benefits that directly contribute to their overall performance and bottom

Leadership Tampa Bay has named its incoming class members for 2024. Leadership Tampa Bay’s mission has been to engage its members with businesses and community leaders to enhance knowledge of regional assets and issues. The program is designed to identify the Tampa Bay area’s regional strengths and to delve into issues facing the region. View

In working with thousands of sales professionals in hundreds of organizations through the years, our message to each of them has been simple, “You’re a consultant, so behave like one.” That means asking the right questions—then asking more questions—until you fully understand your buyer’s needs in achieving their desired outcome. A recently published Sandler white

I’ve spent years managing large teams, serving on boards, chairing committees and being a “leader” in professional circles.  For the most recent four and a half years, I only had a partner and an editor – a team of three. And, while we were often overwhelmed with the number of hours we worked or big

New Year’s Day … Martin Luther King Jr. Day … Valentine’s Day … Super Bowl … President’s Day … St. Patrick’s Day … Passover … Easter … Kentucky Derby … Mother’s Day … Indy 500 … Memorial Day … Father’s Day (tick, tick, tick …).  If you’re like some of us, you’re wondering where has

The day Roy Hellwege, formerly the central Florida president for Lake Michigan Credit Union, agreed to meet with us, he was completely at ease, lighthearted and seemingly content to chat as long as we wanted to. He had nowhere to be that day. Undoubtedly, it was a change of pace from when he was the

For sellers of professional goods, and services, in today’s competitive business environment, it’s important to understand your buyer’s journey before they make a purchasing decision.   We find that there are four steps that play out, predictably, regardless of industry or location.  Buyers start talking, internally, about what they think they need. They share experiences about