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… and do you think sales people should be pushy?
For those of you who have been following my blog for some time, you’ve probably noticed that I often shine a critical light on sales professionals because I unfortunately receive a number of...
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Trusted Consultant or Product Guru? Which Are You?
When salespeople with traditional training (or none at all) start struggling, I have witnessed far too often that they tend to become overeager, focused even more so on the features and benefits of...
View ArticleWomen in Sales – Are We Equals?
Last week, on the train back from a business meeting in New York City, I started reading Sheryl Sandberg’s book “Lean In”. I honestly didn’t expect it to be a page turner but it turned out to be just...
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Courage in a bottle – Are you brave?
Courage in a bottle? Some words of wisdom from the Wizard of Oz. Since lions are supposed to be “The Kings of Beasts,” the Cowardly Lion believes that his fear makes him inadequate. He does not...
View ArticleIn Sales: There’s Nothing to Fear, but Fear Itself!
I sit in on many sales meetings with and for my clients and the focus is usually on numbers, prospects to pursue, accomplishments, etc. And while this is important, my belief is that it would be of...
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Empower your CEO when it comes to sales
Readers who have been following my blogs know that I am very cautious when it comes to C-Level involvement and sales, but that only pertains to day-to-day operations and not the conceptual involvement....
View ArticleTaking Sales Training Out of the Classroom
For over a decade I have been practicing Yoga and it’s helped me stay balanced, as much as one can expect from a Dominant D-Behavioral Type (or Type A Personality) like myself. It’s been a process to...
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