The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention … [Read more...] about Last Day Madness on the Sales Force – That's One Kind of Urgency
How I Realized That Selling is Just a Bunch of Crap
Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another … [Read more...] about How I Realized That Selling is Just a Bunch of Crap
Examples of How Salespeople Lose Credibility with Their Prospects
You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated. So … [Read more...] about Examples of How Salespeople Lose Credibility with Their Prospects
Golden Nuggets from the CSO Insights 2018 Sales Talent Study
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take … [Read more...] about Golden Nuggets from the CSO Insights 2018 Sales Talent Study
New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness
My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep … [Read more...] about New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness
Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers
A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this … [Read more...] about Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers
