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One of my favorite quotes comes from the famous religious leader, Buddha – “What consumes your mind controls your life”. While it’s universally applicable, I’d like to focus on how it relates to selling. First, some context regarding the well-known placebo effect. Placebos are used by pharmaceutical firms in clinical trials to gauge the effectiveness ... Read Post
One of the myths still circulated about remote working is that is cannot deliver the same levels of productivity or engagement as when people are co-located in an office. Study after study, however, is showing that this is demonstrably not true. Read Post
Here are five great tips to empower yourself as a salesperson or sales manager in 2018--for networking, process, technology and, lastly, pride! Read Post
Before entering the sales profession, I intuitively sold myself as one who would do well being a computer operator for a known aerospace company. The irony of this is in those days television shows pictured the old-fashioned tape drives as such that I thought those to be the computer. I knew little while having the ... Read Post
If sales were allowed to set prices, everyone could benefit. Many would argue that empowering sales to set prices is an insane proposition. After all, marketing is responsible for the price of a product and sales are expected to sell it at that price. And if sales had their way they would typically sell at ... Read Post
There is a quiet revolution happening among workers that is largely being overlooked. Read Post
Is your sales process too complicated? How would you know? Do you have too many steps? Too many tools? Too many templates? The easiest way to know if your sales process is too complicated is to look at how well it is being used. If there is any significant variation between your process and what actually gets implemented then ... Read Post
Striking the Balance Between Behavior and Technology Technology has advanced to the point where humans and technology have a very symbiotic relationship—they increasingly rely on each other. Of course, a large segment of society has become addicted to technology. The most obvious example is smartphones—wherever you go today people are staring at their phones. It’s ... Read Post
