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The Ten Fundamental Traits of a Successful Seller – circa 1921
Picture this: You’re starting a new job in a sales role. Your boss sits you down, and lists off what they believe to be the 10 traits of what makes a salesperson successful in their organization. The ten are as follows: Knowledge - Know your product. Appearance - Take...
If you had to choose JUST ONE for prospecting – the phone, email or LinkedIn – which would it be?
I was recently asked the following question: “If you had to choose between phone, email, or LinkedIn as your prospecting tool of choice—what would you choose?” Jason Bay, host of the Think Outside the Script Virtual Summit, collected answers from the biggest brains in...
Ten Days of Listening With Intent
The last ten days… I've seen so much listening to one another, learning from one another, and doing it with a focused desire to gain understanding of one another. In the process of observing and participating in all of this, I noticed something that may be considered...
The Behavioral Science of Bias & Change
I'm not a neuroscientist, but I play one in the sales world. Everything I see I now look at through a behavioral science lens. What has happened since May 25th in this country is a study in how we, as human beings, form opinions, process logic, and take action. To...
Free Events, Content, Podcasts & Webinars
Hey everyone - there's has been SO MUCH GOING ON lately, and most of it is totally free. Wanted to make sure you were aware of all of the webinars, podcasts, and upcoming events available to you. Here's the collection...all in one place. The "Modern" History of Sales...
The Checklist: Maximizing Engagement of Your Remote Sales Team
Short & sweet: Here are the six things, from a nerdy behavioral science perspective, that drive our motivation to do what we do. You can use these as a checklist - if you're providing each of the six elements below, your team will show up each day, do more than...
The Resilient Sales Profession – and how to keep it that way!
"One Million B2B Sales Jobs Eliminated by 2020." 5 years ago, Forrester made a prediction that, if you were in B2B sales, you saw. “B2B buyers are living in a 2015 digital-first world, but B2B sellers are still living in a 1965 salesman-first world.” eCommerce was...
The Sales & Sales Leadership Loneliness Epidemic
Loneliness has been “proven worse for health than smoking 15 cigarettes a day…” January 2018: “The issue prompted (UK) Prime Minister Theresa May to appoint a minister for loneliness.” Loneliness raises “levels of stress hormones and inflammation, which in turn can...
Selling through a downturn, STEP 2: Extreme Focus
As we talked about during last week’s virtual “Successfully Selling in Uncertain & Difficult Times” webinar, lessons 1 & 2 that not only align with what buyers are thinking about but which also had a dramatic impact on our results last time around: It was...
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The Sales History Podcast
Bringing the incredible (and sometimes strange) brains from the profession of sales’ past to the 2020’s – Todd Caponi’s “The Sales History Podcast”
Bite-Sized Video
When the spirit hits me, there’s video –
short tips, history lessons or links to interviews.