I was driving with the radio on when the Shania Twain song from the 90’s, Don’t Impress Me Much, began to play. I hadn’t heard that song in at least … [Read more...] about Shania Twain’s Lesson for Sales Leaders Who Want to Hire Stronger Salespeople
How to Master the Sales Discovery Call
When I was in the hospital for a week in February, my discharge was delayed by two days because each time they asked me to walk up a flight of stairs, … [Read more...] about How to Master the Sales Discovery Call
The Nutcracker in 2020 and 3 Critical Year-End Lessons for Salespeople and Their Managers
Two Holiday traditions in one. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of … [Read more...] about The Nutcracker in 2020 and 3 Critical Year-End Lessons for Salespeople and Their Managers
My Dog Has Better Listening Skills Than Most Salespeople and I'll Prove It
Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of … [Read more...] about My Dog Has Better Listening Skills Than Most Salespeople and I'll Prove It
How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value
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
