Sep 10, 2020
In an earlier podcast, I suggested some strategies for effectively handling the changes wrought by the pandemic.
In this one, I’m looking at your broader responsibilities. What about your business or organization? Are there some things you should be doing to prepare your business for life on the other side of social...
Aug 27, 2020
: In my first professional selling job, I learned a fundamental principle which is all too often disregarded by sales people today. The principle is this: If you are going to present effectively, you must prepare thoroughly.
Unfortunately, far too many salespeople fail to thoroughly prepare their...
Aug 13, 2020
I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been...
Aug 6, 2020
In this podcast, I respond to two listeners questions: One has to do with how many appointments a salesperson should make, and the other asks about being frustrated trying to get an appointment in an account. My answers may surprise you.
Jul 30, 2020
There are two types of questions salespeople should use: Questions to ask customers, and questions to ask yourself. In this podcast, we drill deeper into questions to ask yourself and develop a routine and a set of questions that will fuel your development for the rest of your career.