Jim Obermayer is the founder of the Sales Lead Management Association, and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. Following is an edited transcript, or you can listen to the program in its entirety here.
Jim Obermayer: Dan, let’s hear about these five most important things that you’ve learned in business and life. The microphone is yours: sir.
Dan McDade: Thanks, Jim. One important lesson I’ve learned was borrowed from Stephen Covey: Seek first to understand and then be understood (which I think he learned from St. Francis). I apply this learning in business by trying not to interrupt or race to a conclusion on sales calls—even if I need to allow an uncomfortable silence to occur. As I