What is the price or cost of easy?

Guest Post by Tim Thiel, Account Executive–North Region If all outcomes are the same then easiest is best. But if the outcomes are different, what is the price you are willing to pay for easy? Fifteen years ago, a typical home improvement salesman left a house...
Sales strength: the role of conviction

Sales strength: the role of conviction

In the last post on sales strength, I asserted that strong salespeople project a confidence supported by expertise.  There isn’t anything unusual in that claim.  Who doesn’t believe that expertise breeds sales confidence? But there’s a second...

Sales strength: confidence needed

When you walk into a room full of salespeople, what do you smell?  (Besides the level of cleanliness, which is roughly proportional to the sales ticket size.) Fear. Along with being loquacious, assertive, and energetic, a surprising number of salespeople are afraid....
What does it mean to be professional?

What does it mean to be professional?

With the winter Olympics just past, I’m reminded of the difference between professional and amateur.  Many of us are old enough to remember the 1970s and 1980s controversy over whether to allow professional athletes to participate in the Games.  For many, the defining...