Successful sales reps are unusual people. We deal with a tremendous amount of uncertainty, yet we have a high need to "be in control" of things. In particular, we need to feel like we are in control of things we...
Read MoreHere’s my Sales Thought for the Week… That ‘season of giving’ is upon us again this week (i.e. giving half your dough to the IRS). So be thankful that you chose to be in sales, because...
Read MoreAre Top Sales Reps arrogant? The short answer is "It depends". It depends on who’s answering the question. If you ask this of the satisfied customers of the Top Sales Rep, the answer will probably be No. His...
Read MoreThere’s a well known phenomenon among sales managers that strong sales reps will sometimes falter in their performance because they know too much. This doesn’t happen with old-timers, with guys who’ve been...
Read MoreHmm, seems like my customers are all crawling out of the woodwork right now with good stories to share. I got this email yesterday, and it shows the impact of wrong thinking and right thinking about the mental stance you have...
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