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,…Continue Reading
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…Continue Reading
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…Continue Reading
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…Continue Reading