I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. … [Read more...] about How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value
The $225,000 Selling Mistake Most Salespeople Make
I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories … [Read more...] about The $225,000 Selling Mistake Most Salespeople Make
There is More Than One Type of Bias in Hiring Salespeople
Biases drive decision making. You have them. I have them. We all have them. Most of the time those biases are fine but when it … [Read more...] about There is More Than One Type of Bias in Hiring Salespeople
Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?
When are you most likely to find the item you lost or misplaced? Immediately after you purchase its replacement, of course! I just found … [Read more...] about Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?
2020's Ten Must Read Sales and Sales Leadership Articles
The year was 2020 and it was an unpredictable year. There were surprises galore. For example, instead of only bank robbers and anarchists from … [Read more...] about 2020's Ten Must Read Sales and Sales Leadership Articles
Why I Can't Talk About This form of Rejection Anymore
I want to ask for your help. Please read these two rants and then comment - I really need your comments, inbound links and outrage to support my … [Read more...] about Why I Can't Talk About This form of Rejection Anymore