I wrote a very long post about Amazon.com's decision to defend selling a book on how to be a pedophile without getting in trouble on the Kindle digital text platform. I decided not to publish my post. Instead, a few short thoughts. (more…)Continue Reading
Hiring your next superstar salesperson is no easy task. It is a challenging position to hire for, in part, because of just how difficult it is to predict a salesperson’s success once they are hired.
When hiring for many other positions, past… Continue Reading
You have heard them all before: “Our people are our greatest assets,” and “What differentiates us is our people.” The list goes on and on, and while many companies and their people walk this walk, enough others don’t that you are… Continue Reading
It is sometimes difficult to release—or fire—people. Other times, even though it may be difficult, you can’t wait to release someone, usually because their behavior is so bad that you can’t wait to remove them from your team before they infect…Continue Reading
Business-to-business sales go through a natural sales cycle (and buying cycle). There are some factors that can compress the time it takes to move an opportunity from target to close, and some factors that can extend that time. A salesperson with Continue Reading
I am the proud of father of twin girls. Being part of a big family, I wanted to keep the twins together in school, so they could look after each other, like my brothers and sisters and I did when we were children.
My plan was working well (or… Continue Reading
Strictly Necessary Cookies
Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings.
If you disable this cookie, we will not be able to save your preferences. This means that every time you visit this website you will need to enable or disable cookies again.