Is Your Career Prepared for the Law of Averages?
Are you less likely to have the following happen than the average driver: Scrape the side of your car or bang your side view mirror at the drive-thru? Lose control of your vehicle while driving at a high speed? Bump another car while pulling into or out of a parking...
Sales Short: Those Who Can’t Sell, Teach?
Do the people who say, “those who can’t sell, teach” also believe that only top-performing salespeople can be good sales leaders? Sprung from George Bernard Shaw’s quote from 1903, “Those who can, do; those who can’t, teach.” there’s a bubbling trend of...
Sales Leadership Short: Where Are You Headed?
This may sound obvious – but how does your leader know where to take you if you haven’t told them where you wanna go? The turning point for my entire career was a 20-minute car ride with my CEO, sixteen years ago. I had just joined a Silicon Valley startup. It...
The Best Way to Handle Sales Objections?
The best way to handle sales objections? I believe there are two approaches. The first, at the highest level, is to listen when they come up, empathize, respond, confirm and proceed. There are a gazillion articles and resources to dive into how to do this most...
