Sales shortcuts fail you in the long run
Taking a shortcut is a solution to being in a rush. But how many times have you chosen to take “the back
December 2, 2020
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Defeat the internal adversary in your organization
My last post provided clarity about the difference between “adversity” and “adversary”. Now, I want to dig into how to defeat the
November 23, 2020
What if you invest in training a salesperson and they leave?
A builder once asked me, “What if I invest in training a salesperson and they leave?” I looked at him and replied,
October 28, 2020
Stargazing—How to look at your sales stars, and those who could be
When I see sales managers put their time attempting to boost their under-performers, I have to redirect their focus. Why invest in
October 21, 2020
Forget “To Do”. Make a “To Don’t Do” list.
There are two types of people in this world: The List Maker and the List Hater. There’s no sense talking to the
October 14, 2020
If you haven’t yet set 2021 goals, switch your focus…now!
We just stepped into the fourth quarter of a year that many people just want to end. 2020 will always be memorable.
October 7, 2020
What motivates you to change?
Change will always come at you. Things happen and we try to navigate the churning waters of change. Particularly this year. But
September 3, 2020
Don’t sweat it…Celebrate the small stuff.
Some people will tell you, “Don’t sweat the small stuff.” Others might say, “The devil is in the details”. It doesn’t matter
August 11, 2020
Selling (and buying) has changed more in the past 30 days than the previous 100 years
In his bestselling book, “To Sell is Human: The Surprising Truth About Moving Others”, author Daniel Pink says that the process of
April 22, 2020
Ice Cubes To Eskimos
Have you ever received a backdoor compliment? When I was once told I could “sell ice cubes to eskimos,” the context may
March 15, 2017
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