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
Data Shows That Your Sales Team is No Different Than Your Lawn
I just love it when our lawn looks gorgeous - thick, lush, and green, green, green. Getting it looking that good requires fertilizing, aerating, … [Read more...] about Data Shows That Your Sales Team is No Different Than Your Lawn
Selling Over Video – The Six Things You Must Do Next to Improve Your Look
At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. … [Read more...] about Selling Over Video – The Six Things You Must Do Next to Improve Your Look
