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Here we stand, peering around the corner at the new year ahead. It came fast - as new years always do. Looking back at 2016
"I hate to lose, more than I love to win." This statement is attributed to a number of top athletes including Larry Bird. It personifies the
People act on emotion and justify with logic. From complex to completely transactional, impulse purchases, emotions drive buying decisions. The examples are legion and science
By Jeb Blount, Author of People Follow You
The Gen X leader I was working with was frustrated at his inability to get his team of
Leadership is personal. To think otherwise is to deny the very fabric of who we are as humans. People bring their own styles, cultures, morals,
You don’t send me flowers, you don’t sing me love songs, you hardly talk to me anymore. Barbara Streisand and Neil Diamond sang these words
Every salesperson thinks about objections. What objections they might get. What do do when they get them. What to say. The best way to respond.
On Saturday when it was all over and Michael Phelps closed out his storied competitive swimming career with another gold medal – cementing his place
I hate writing about or talking about CRMs. It’s boring and tiring. It is also a turnoff because I know salespeople have no love for
I believe that sales management is the hardest job in sales.
Salespeople scoff when they hear me say this and from time to time respond negatively
At dinner this weekend our good friend Michelle told us a story about an experience she had recently while shopping for a mattress. Now this
In this interview I discuss why marketers and salespeople need to get up front and personal with proactive outbound prospecting with Douglas Burdett on the
There is no doubt that social media can be a powerful prospecting, lead generation, and relationship development tool. Sadly though most salespeople fail to get
It's the skill and poise to deal with prospecting objections and turn them into yesses that will give you the biggest wins and get you
I spent the past week working with one of my client’s inside sales teams. My objective was to map the sales process of their very
Companies make massive investments to build brand awareness and brand loyalty. Yet one bad employee that treats your customer with indifference can wipe that investment
In today’s world there are two types of salespeople. VEGETARIANS and HUNTERS
Vegetarian salespeople are order takers who sit around waiting to get lucky. They whine
In Part 2 of my four part interview with Jennifer Gluckow from Sales in a New York Minute, I sit down in the Sales Cafe
Do you have to love or be passionate about your product in order to sell it?
This is an oft asked question that usually generates
Sales is an art …
Sales is a science ...
Sales is a numbers game …
Sales is hard . . .
Sales is easy . . .
Sales is