The Transparent Sales Leader – Now Available
The Transparent Sales Leader: The structure of revenue leadership, optimized by science, on a bed of sincerity & transparency – now available! When I wrote my first book, The Transparency Sale, I thought there was a decent chance it might suck. I’d never...
The Low Prestige of the Sales Profession
The Low Prestige of the Sales Profession Years back, when I first started dating my now wife, Christy, she was telling her sister Kara about me: Kara: “What does he do?” Christy: “He’s in sales.” Kara: “Ugh. Gross!” What is your perception of the sales profession?...
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”,...