Sales has a sorted past...from Homer talking about door-to-door sales in likely the 8th century BC, Itinerant Merchants, Drummers, Snake Oil "Medicine Men", Mark Twain building a sales training program for 10,000, Phrenologists, Pyramid Selling, the beginnings of cold...

The world of neuroscience has progressed at an incredible rate in the past ten years. Much of the understanding of how our brains work has yet to make its way into our selling efforts. The concepts are a bit counterintuitive, but the data and practical applications...

While it may sound counterintuitive, when things get tough, extreme firmographic focus wins. Pick a tight verticle (industry, size, region) where you know you can make an impact, and focus there. You: 1) We all quickly become an expert in that vertical, 2) which helps...