Sales: Is there a Light Switch in this Big, Dark Room?
Imagine you are in a huge warehouse that is dark and has no windows. You are told there is a light switch in here somewhere. Go find it! That is what being a sales person is like! How would you solve that puzzle? Probably your instincts would tell you to break the problem into smaller
The right thing at the wrong time is still the WRONG THING
The Right Thing at the Wrong Time is Still the Wrong Thing There’s an experience I regularly set up for a group of CEOs. I start by giving them a piece of paper with 100 random numbers on it. I ask them to circle the number one, and it usually takes them just a moment
Mastery of a Sales Professional
Mastery of a Sales Professional I often tell people that being a first-class sales leader is one of the most rewarding professions in the world. Most people aren’t inclined to think of it this way, but I’m convinced this is the truth. In order to experience the rewards, though, you have to be willing to