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
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?
