Feb 27, 2020
Are successful salespeople made or born? It is the eternal question: the sales manager’s version of nature versus nurture.
While countless books and articles have addressed “what successful salespeople do", few have described “who successful salespeople are.”
I don’t claim to have the last...
Feb 25, 2020
In recent years, I’ve seen a deeper degradation in the learning potential of the work force fueled by a growing inability to concentrate. I’m afraid that much of the adult population in this country has become so conditioned to sound bytes, texts and tweets that they have lost the discipline to “do the work.”...
Feb 20, 2020
“Success,” like “beauty” is a slippery term whose definition depends, in some significant way, on the perspective of the observer. In this article, I unpack the definition of success for a salesperson.
Feb 18, 2020
Failure can be a powerful influence in building our character. In this podcast, we look at a couple notable failures and consider the relationship between failure and the powerful character traits of pride and humility. This can impact your life and your career.
Feb 13, 2020
We are all guilty of projecting our values onto our customers. If we think nothing is worth the stated price, we subconsciously project that attitude onto our customers, and find ourselves constantly discounting.