Emotional Intelligence
The Fine Art of Losing
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
December 26, 2016
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Tag: emotional intelligence
Inside Sales
To Buy is Human – Approaching Buyers the Way They Buy
People act on emotion and justify with logic. From complex to completely transactional, impulse purchases, emotions drive buying decisions.
December 6, 2016
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Coaching
The Likable Leader: Gaining Mindshare and Stoking Employee Engagement in a Diverse Workplace
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
November 29, 2016
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Emotional Intelligence
7 Keys to Making a Great First Impression in Sales
At dinner this weekend our good friend Michelle told us a story about an experience she had recently while shopping for a mattress.
May 31, 2016
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Recent post
5 Elements of Effective Sales Proposals
You landed the first appointment, conducted good discovery, developed relationships with stakeholders, and advanced your opportunity step by step through the pipeline and now it
Apologize to Customers for Mistakes
To your customers, YOU are the company. Therefore, it is up to you to apologize for mistakes when things go wrong. It is in our
The Number One Reason for Failure in Sales
The number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to prospect
Social Selling Will Never Be Enough To Fill The Pipe Alone
But wait Jeb! The experts suggest that getting people to call me is much easier than cold calling. That’s the hard way. It’s so old
Two Types of Salespeople – Hunters and Vegetarians
In today’s world there are two types of salespeople. VEGETARIANS and HUNTERS Vegetarian salespeople are order takers who sit around waiting to get luck