The History of Honesty and Transparency in Sales
The History of Honesty and Transparency in Sales Audio Podcast “If the truth won’t sell it, don’t sell it.” – the words of Arthur Dunn from 1919. In the early 20th century, the sales profession embraced a culture of honesty &...
Sales Leadership In Times Of Uncertainty
Sales Leadership In Times Of Uncertainty Uncertainty. It’s like kryptonite for our brains. (see March of 2020’s lines for toilet paper) As uncertainty abounds once again, if you’re a sales or revenue leader, recognize the impact on your teams – and...
The Sales “Curse of Knowledge”
As a salesperson, you know way more than you think. It’s also very likely that your buyer knows way less than you think. That combination likely results in you losing to the status quo more than you realize. Also known as the “curse of knowledge”,...