The Psychology of Questions and Answers for Sales Reps

Asking effective, thought-provoking, and open-ended questions is one of the traits that distinguishes high-performing sales reps from the rest of the pack. It’s one of those key sales skills that helps salespeople uncover needs and reveal decision drivers to help their customers make the best choice for their business.  But there’s another side of the…

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What is a Sales Person’s Role in 2020?

There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. For far too long, sales has been too simply defined by activity, pipeline, and quotas. While those are all extremely important, I think we need better clarity on…

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A Letter to My Fellow CEOs, Sales & Learning Leaders

To my fellow CEO, Owners, Sales & Learning Leaders,  I’ve been at helm of my own enterprise since 1996 and this is my 4th economic shut down: Y2K, 9/11, the financial crisis in 2008, and now COVID-19. A catastrophic event occurs that’s never happened before, and everyone panics. We think, “No, this is different.” And…

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Prospect Your Way to Selling Success – Step 5: Persistence

I love Cinderella stories – when someone overcomes impossible odds to do something great. It doesn’t matter if it’s an athlete, teacher, rockstar, mom, politician, or accountant, the story always moves me.  This weekend I heard a new one. As Josh Allen, the quarterback for the Buffalo Bills, was about to take his first snap…

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