Right now, salespeople in every industry are being confronted with what is certain to be the most unusual business environment they’ve ever seen. The massive global economic disruptions caused by the coronavirus (COVID-19) pandemic have upended the landscape in ways nobody could have predicted or prepared for. Supply chains have gone haywire, altering long-established sales ... Read Post

In these unprecedented times, one thing is for certain. Companies will be emerging from the Covid-19 pandemic for better or for worse, but none will be the same. Times like these offer unparalleled opportunities for companies that are able to adapt to gain significant market share. One of the key indicators of adaptability that we ... Read Post

Continuing our series on disruption, and the “greatest disrupter of all time,” let’s take a look at the patterns that changed in the time of Jesus, and now. The mindset of the time was set in an empire that encompassed the whole known world: the Roman Empire. This empire included Palestine, where Jesus grew up ... Read Post

Hiring a talented candidate at a discounted salary is a win-win situation, right? Wrong. The notion that you’re saving thousands of dollars by having low-ball offers accepted ignores a number of factors that prove disastrous for a company in the long run. The reason why low-ball offers are bad is that when you decide to ... Read Post

Many representatives will fall-down on the follow-up is that the thought brings up fear and negativity. They fear the phone slamming down, and want to avoid negative responses every way possible.  So it is only a small percentage of salespeople who tirelessly work to prevent falling down on the follow-up.  Instead, they view the process ... Read Post

With COVID-19 becoming pandemic globally, the discussion on loneliness has hit the limelight once again. Loneliness has become an epidemic globally with an increased number of people especially elders encountering this challenge. My heart goes out to the people who are infected with coronavirus and their families and to those who lost their employments. In ... Read Post

This series on disruption has been using as an example of the person who created the most major “disruption” this planet has ever seen: Jesus of Nazareth. Putting religion aside, let’s continue this examination, for there is much to learn. Creating a Strategy When a disruption occurs, it doesn’t just happen—it has been carefully planned. ... Read Post

First of all a sales leader can’t bond with a sales team. You can influence the team and you can get them collectively leaning your way as supporters. But it’s virtually impossible to bond with individuals who are in a crowd; they share a common denominator that is exercised along with everyone around them. This ... Read Post