The Difference Between Transparency and Honesty in Sales
The Difference Between Transparency and Honesty in Sales Quick, deep thoughts with…me. I know, super cheesy. But here goes anyway… In the sales world, individuals often conflate the words “transparency” and “honesty”, and I believe there...
Ditch the Pitch Deck: Sell Like a Reality Makeover Show
Ditch the Pitch Deck: Sell Like a Reality Makeover Show Have you ever watched any reality makeover TV shows? Queer Eye, Restaurant Impossible, Extreme Makeover, Bar Rescue, or The Biggest Loser. The host (aka the “expert(s)” or “consultant(s)”) is invited in. Those...
The Man Who Invented Sales Training: Arthur F. Sheldon’s 1902 Legacy Lives On
The Man Who Invented Sales Training: Arthur F. Sheldon’s 1902 Legacy Lives On Today, I speak and teach sales organizations how to optimize their messaging for the buying brain, the choreography of their formal messaging, deal values and trust in negotiations, and the...
Sales Reps as Educators – The Origin of the Profession
I recently had an exchange with a sales professor at an Illinois university who was asked to contribute to a research paper on the role of “salesperson as educator”. The premise, to his dismay, was the idea that the salesperson acting as an educator was a...