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The Pitfalls of Holding Your Tongue

If you think about the best conversations you’ve had with other people, you’ll likely find a few common aspects that made them memorable and good. This applies to conversations where you are mentoring or coaching someone, and those where you are being...

Using the Joke Formula for Sales Success

I’m often asked what education leads to a good career in sales. After all, almost no university offers a degree in sales, despite the fact that there is a sales department in almost every business. My short answer is that every business school should offer a...

Declaration of Salesdependence

When in the course of business events, it becomes necessary for one group of professionals to ascend the mantle of professionalism and dedication to excellence, the separate and superior station to which the laws of business and God entitle them, a decent respect to...

Embracing The Short Game

I’m on vacation for a couple weeks, but I can’t turn my mind off from the leadership and sales improvement world even for a few days. When I try, life inevitably serves me up a beautiful example to coach from. We checked into a resort last weekend. This...

6 Mindsets of Sales Success

One of the things I love the most about sales (and hence a recurring theme of my weekly column) is how much of a parallel there is between sales success and life success. What works in sales usually works in life, and thus almost all the quality of life improvements...

Smoke Signals

“Where there is smoke, there is fire”, goes the saying. Follow the smoke to find the fires, especially when your job is to put out fires. Clients are often too close to the issues to see them properly, or even at all in some cases. As a sales professional...