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Managing Data and Managing Conclusions

A lot of companies and salespeople rely on data. I’m fine with that, because ultimately, basing your approach and tactics on data is better than all the other options available. Data, however, is just data, and you can easily misread it. The...

The Caleb Qualities

The sermon at my church this week was about Caleb. This made my ears perk up, because Caleb is also my son’s name. If you are not familiar with the Biblical Caleb, here is all you need to know for the sake of this message. Caleb was a contemporary of Joshua, and...

Bring the Fun

Over the course of the past few decades, I have been a member of a few different Rotary clubs. One of the things I really like about Rotary is the four way test. Rotarians use this test as a litmus to doing the right thing in all projects. Rotarians will often recite...

Knowing the Real Value

All too often, as sales people, we find ourselves in a position where we feel like we need to defend the price. Impulsively, we want to know, even though we’ve been told a number of times to “never justify the price”. Knowing what we should do, and...

The Ingredient of Confidence

Confidence is often seen as a magic ingredient, but one that we have no real power to create or influence, like a physical characteristic. My clients will often say something like, “This rep has great potential, if she could just work on her...