Judgment – The Superpower of Selling Skills
It sometimes surprises people to learn what separates the top 4% of sales producers from the rest. Judgment is one of those surprising skills. In fact, it’s such a differentiator, that I consider judgment to be one of the superpowers of selling. Part of the 22nd Century Selling Skills In my presentation on 22nd Century Selling […]
Continue readingThe Four Pillars of Sales Value Creation
The concept of sales value creation has been getting a lot of attention again lately, in the sales blogosphere. It should. I don’t believe in metaphorical “silver bullets,” but the ability to create value when selling is as close as we may come to a silver bullet for our profession. We tend to forget that […]
Continue readingSales Myth Buster: There ARE Limits to What You Can Achieve with Hard Work
I’ve been seeing a lot of motivational and inspirational quotes roll by in my various social streams lately. I really enjoy a lot of them and I imagine they help people. In my typical style, I also disagree with a few and find them unrealistic. I have always enjoyed and chuckled at Zig Ziglar’s well-known […]
Continue readingTo Be Correct, Stop Trying to Be Right
This post is inspired by the debate and hubub that is ensuing around the CEB’s Challenger Sale research. I’d like to start with some personal opinions of my own, but I’d like to end with something I think is more important, so please allow me to fast-forward for a moment. […]
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