The Rise of the Roman Empire – and the Deplorable Salesperson?
The Rise of the Deplorable Salesperson The Roman Empire… What comes to your mind when you hear those three words? Strength, patriotism, and heroes. In what was referred to as “The Eternal City”, we probably don’t consider the peddlers and merchants. In the final two...
The Peak of Mount Stupid
The Peak of Mount Stupid How Acute Periods of Personal Success Exacerbate the Dunning-Kruger Effect In 1999, I sold over $24M in software and $68M in services, achieving over 800% of my target. In 2000, I, according to me, was the most talented sales professional I...
When Transparency Doesn’t Win
Transparent Does NOT Always Win! There, I said it. In sales and leadership, transparency wins when done correctly, through the correct lens of your responsibility. In sales, transparency done right speeds sales cycles, increases win rates, qualifies IN the...