When Monday morning arrived and I didn’t have an article ready to go live, it was the first time ever (except during February/March recovery from … [Read more...] about Let the Sales Conversation Wander: Evolving Chats Unlock Powerful Sales Discovery
The Biblical Sales Team Part 6 Matthew: 8 Key Lessons for Cold Calling Success
This is the 6th in my somewhat inconsistent series on the Biblical Sales Team. At 6, I’m right up there with just about every successful movie … [Read more...] about The Biblical Sales Team Part 6 Matthew: 8 Key Lessons for Cold Calling Success
From Practice Range to Sales Mastery: The 8 Requirements for Game-Changing Sales Training
Should companies provide sales training for their salespeople and sales management training for their sales leaders? Should individuals be expected to … [Read more...] about From Practice Range to Sales Mastery: The 8 Requirements for Game-Changing Sales Training
How a Trip Back 50 Years Uncovered my Secret to Sales Success
I just had an “aha” moment about pattern recognition. I just realized that it’s one of my secret weapons in life, and especially sales. It’s that … [Read more...] about How a Trip Back 50 Years Uncovered my Secret to Sales Success
How Salespeople Can Differentiate Themselves with Their Introduction
A colleague once described a sales candidate as having “the personality of a tree stump.” That guy turned out to be their best hire ever. Without the … [Read more...] about How Salespeople Can Differentiate Themselves with Their Introduction
The Golf to Sales Analogy: When You Don’t Know What You Don’t Know
I didn’t take up golf until I was 50 because as someone who played baseball, I thought it wouldn’t be much of a challenge to hit a ball that was just … [Read more...] about The Golf to Sales Analogy: When You Don’t Know What You Don’t Know
