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Promises, promises…+

Sales people often get a bad rap for being, well…liars. Even within our own organizations, people on the development and...

Read More+ 1426 days ago
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The Four Thousand Hour Work Week+

If you feel like you are working harder, longer hours, and more intensively than ever before, raise your hand.  I...

Read More+ 1435 days ago
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Flying off the handle+

We’ve all said things we regret. We’ve said those things to our spouses, our friends, our bosses, and our prospects....

Read More+ 1448 days ago
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Stop me if you’ve heard this one…+

The curse of repetition stalks every sales person. From day to day, week to week, and month to month, we...

Read More+ 1454 days ago
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News flash: You are “in sales” – whether you like it or not+

“Oh, I could never be in sales!” How many times have you heard people say that? And how many of...

Read More+ 1532 days ago
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You Can’t Always Get What You Want+

The “Happiness Paradox” of John Stewart Mill states that, “Only those are happy…who have their mind fixed on something other...

Read More+ 1733 days ago
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Are you in sales? Or are you in marketing?+

The answer to the question above is; “Both.” As technology increases our individual capabilities, there is an ever-smaller distinction between...

Read More+ 1813 days ago
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Lights, Camera…ACTION!+

Why is a bad sales person like a bad actor? We know that they are both painful to watch –...

Read More+ 1839 days ago
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How to be understood+

Substitute “damn” every time you’re inclined to write “very.” Your editor will delete it and the writing will be just...

Read More+ 1857 days ago
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This Day Too Shall Pass+

Let’s face it – sales can be an extremely stressful profession. We’ve got quarterly numbers to make. We’ve got commissions...

Read More+ 1908 days ago