Archive for January 2018

Three Resources for Effective Discovery

A serial entrepreneur we work with once said that the best salespeople understand that it is more important to be interested than to be interesting. That was echoed in this article by Walker McKay, a sales trainer with a refreshingly candid style that he shows here. A genuine interest and an intellectual curiosity are essential…

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It’s Not About Working Harder

Almost every company has one or two salespeople who are not meeting expectations. All of us have probably even been ‘that guy’ at one point. Rarely is it a case of just working harder because most people who gravitate to sales have a strong work ethic. Doubling down on a failing strategy doesn’t change the…

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