The foundational attribute or skill necessary to succeed in any endeavor is self-discipline, and this is doubly true of sales. Self-discipline is the ability to keep the promises one makes to one's self. It is impossible to keep one's promises to others if you can't keep the … [Read more...]

There are 20 foundational attributes and/or skills that a B2B sales person must possess in order to succeed. I think of these attributes and skills as a ladder, each one being a prerequisite to those that follow. To climb the ladder, you have to focus on each attribute or skill … [Read more...]