You Cannot Be a Smart Asshole

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There is no such thing as a smart asshole. You can’t be both of those things at the same time; and if you are the latter, then you are not the former. There are lots of different lines of intelligence. Howard Gardner of Harvard wrote a book making the case that cognitive … [Read more...]

The Lenses Through Which I View People

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There are a lot of lenses through which you can view things. Your sales process is a conceptual framework from which to view sales. The methodologies that you use are also lenses on how to think about certain ideas. I study human achievement, success, and psychology, believing … [Read more...]

Stop Putting Process Over People

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I had an interaction with a large, very well known company this week. During this interaction, it was very clear that the person I was working with had no idea what they were doing, even before I asked for something that was a little challenging for her to deliver. She put me on … [Read more...]

How to Be Better At Creating Rapport

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Anonymous says, “I am not good at gaining rapport. I need to be better with people.” I don’t have all of the answers, but I have some ideas our friend anonymous might work with for a while. Smile: Want to know the quickest way to open people up and create rapport? Smile. It’s … [Read more...]

Adjust Your Own Mask First

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The safety announcement on an airline reminds you that, should cabin pressure be suddenly lost, you are to adjust your own oxygen mask before helping the person sitting next to you. Can there be a more perfect metaphor for sales managers and sales leaders? We live in the … [Read more...]

Sales Is a Numbers Game (But Not the Numbers You Think)

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“Sales is a numbers game,” they say. Then they propose that, “if you want better numbers, just make more calls.” And when low activity is the problem, this might be a reasonably good answer. But most of the numbers that really matter aren’t captured in any format in which a … [Read more...]

Still Know, Like, and Trust. Still Attitude.

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There is a lot of talk about what’s changed in sales. And lots of things have changed. But some things haven’t changed. Know, Like, and Trust People still buy from people that they know, like, and trust. We don’t like to talk about the squishy, soft things like knowing someone, … [Read more...]

All Problems Are People Problems

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All problems are really people problems. To make the case that all problems are people problems, let’s tackle the biggest people problem first. Let’s say a company’s overall strategy is broken. Well, that doesn’t sound like a people problem at all, does it? But it is a people … [Read more...]