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Goal Setting: The Nerdy Details of Maximizing Your Odds of Attainment
Do you have an hour? Today? Maybe tomorrow or Thursday? Set a couple of personal & professional goals for 2021. Seriously. If you're serious about maximizing your own potential, this simple task is magic. According to a multitude of studies: - Your odds of...
Sales Leaders Prepare: Once this is over, do we send our sellers back to the office?
There's only one prediction that 2021 that, in my opinion, matters. We can all see it coming. There’s a consensus belief that with the beginning distribution of vaccines, the pandemic will end at some point this year, the looming question for sales leaders and...
The Author’s Trigger – Taking the writing plunge
Two days ago, I was on a call with a group of really successful non-fiction authors. Business. Self-help. Psychology. Technology. Futurists... What was amazing to me is that the overwhelming majority never initially set out to write a book. They were all doing...
Appointment Scheduling: The Nuances of Perceived Demand
Picture this. You’re walking down the street (post-Covid) craving a good coffee. Up ahead, there are two coffee shops you’ve never heard of...one on the left, one on the right. The one on the left looks empty from the outside. The one on the right, though, is...
Cyber Monday Lessons For The B2B Salesperson
Today is a huge day for the salesperson-in-the-form-of-a-website. i.e., the online retailer. For you, the salesperson-in-the-form-of-a-human-being, there are lessons to learn from what they are getting right...and getting wrong today! I believe there are three big...
The Salesman’s Creed – circa 1905
Wednesday evening, I sat on the couch with Salesmanship Magazine from 1905. And there it was..."The Salesman's Creed". Being a nerd like I am, I excitedly told my wife, who, needless to say, wasn't as excited about this find as I was. I texted a couple of buddies,...
Clinical Empathy – Where Doctor & Selling Skills Collide
Have you heard this comparison before? Salespeople are a lot like doctors. You uncover pain - doing so through thoughtful discovery and listening. You prescribe a potential solution to their pain based on your diagnosis. The client is looking for a remedy....
Transparency: As close to a sales elixir as I can find…
Transparency sells better than perfection. Yes - I’m biased. I know there’s no silver bullet, but I wake up every day thinking this idea of leading with transparency is as close to one as it gets. The behavioral science says so. There’s a reason why we all read...
Should Sales Education Start In College? It did, it left, and now it’s back!
Should Sales Education Start In College? It did, it left, and now it's back! Friday night, while my kids were building towers on Minecraft, I was reading a magazine. It wasn't just any magazine. It was the entire 1904 stack of Salesmanship Magazine. In it, there...
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