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I published my first book, Sell Like Jesus, at the end of 2019. What you probably don’t know is that it was 7 years in the making. Those years encompassed the worst kind of personal tragedy I’ve ever known. By God’s grace I overcame, and the book became a tangible...
I attended a webinar on “inclusive language” in which the presenter reminded us how easy it is to say something that can inadvertently offend or alienate others. Those who sell for a living know that every encounter with a buyer is precious, so it is wise to structure...
Leadership means different things to different people. To some, it evokes the vision of a strong-willed, type “A” personality who always gets his or her way. To others, the term suggests a great communicator, who presents, explains and educates others so that everyone...
Sales professionals often assume that they are ‘on their own’ when it comes to making new deals happen. While it is beneficial for sales professionals to recognize that achieving quota is ultimately their personal and professional responsibility, sales organizations...
What does it take to create a successful sales team, and how should you as a sales manager go about that process? This is particularly challenging considering that sales is a highly competitive, individualized profession in which salespeople are traditionally...
Professional selling has long been viewed as a ‘lone-wolf’ profession in which the most successful salespeople are those who ‘go it alone’ and never accept ‘no’ for an answer. Of course, a willingness to strike out and take risks, while making compelling arguments in...
