Does this question shock you? I hope it does. What may surprise you is how often I am asked this question. On multiple occasions, I have been approached and the individual was quite serious. They are asking because in their mind, for one reason or another, they feel...
Leadership and business are one in the same. It’s impossible for a business to succeed for any length of time without being seen as a leader. Regardless of what we do, our goal needs to be in helping others see and accomplish things they didn’t think were...
Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them...
Knowledge is only as good as it is current and useful. Think about that for a moment. If the knowledge you have isn’t current — and by that I mean hasn’t changed since you learned it — and you can’t put it to use, then what purpose does...
I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” Here is how this plays out: If we could come out with a cheaper model, then I...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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