Show Me… What?
I grew up on a farm in Kansas, and as a kid, one of the great things about living on
“Groups Within a Group”
Recently I was reading HBR's 10 Must Reads on Emotional Intelligence (from Harvard Business Review's "10 Must Read" collection of
The Mind Reader Effect
If you want to meet people, you may want to consider a career in sales. Yes, salespeople meet a variety
The 2020 Sales Process: The Customer’s Journey
Most likely, you would agree that how people buy products and services today is far different than it was twenty
The Proposal and Negotiations
"You've got to know when to hold 'em, know when to fold 'em, know when to walk away, and know
The Storyteller
When it comes to sales performance, we often listen to “stories” versus looking at the numbers. Details can vary, and
The Art of Sales
You may have heard that selling is a science and art, but what does that mean? Science is the systematized
The Numbers Game
Diehard baseball enthusiasts closely monitor statistics. It may even be said that no other sport tracks every play and records
The Prior Commitment Effect
In sales, you are unknowingly competing against an unimaginable force. What is it? It is the influence of past commitments
Building a Resilient Sales Force
Everyone appreciates a durable product. We like it when we buy a quality item, and it lasts for a long
Are You Open to New Ideas?
Are you open to new ideas? What if it comes from an alternative source or even from someone lacking accreditation?
Improving Sales Performance Using a CRM?
One of the reasons I like sales is because it is all about performance - you either get results or