Intellectual Humility and Curiosity

Intellectual Humility and Curiosity

Learning Like Napoleon When Napoleon was given command of the Italian Army, he was 26 years old. He requested every book on Italy, every map, and biographies of military leaders who had fought there before.

What is the Best Sales Coaching System in 2022?

Let me kick you a scenario: Your sales team is struggling. Your average close rate is down, morale is low, and you're out of ...

Accountability as the Remedy for Common Sales Problems

Every great sales force is built on a positive culture of accountability. Many common sales problems, such as too few ...

Improving the Standard of Your Sales Call

Your prospective client agreeing to a meeting is a gift, one you should never take for granted. Agreeing to a meeting means ...

Does What Has Your Attention Deserve It?

There are things we value enough to find them precious (like that one ring), making them dear to us, if only in some ...

Selling in Unpredictable Times

As we wrap up a second pandemic year and begin a third one, it's worth a moment or two to reflect on the world in which we ...

What Will You Change in 2022?

I hope that 2021 was your best year ever, despite the pandemic and all the challenges that came with it. It's important to ...

The Nature of Effort and Your Results

We live in a Universe that seems to impose a law of cause and effect: results, both negative and positive, are always ...

Reflecting on 2021

This is my last Sunday Newsletter of 2021.

3 Prospecting Principles: Avoiding Bad Prospecting Approaches

The subject line of the email asked a grammatically dubious question: "Should I speak to, Jim?" The ploy is designed to get ...
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