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The law of supply and demand is one of those things we sales types ignore at our peril. Think about it in terms of finding vs. capturing vs. creating demand and how you get paid for each. Read More

Quick Thought for the week of 6/13/10. Prepare!!! We all need to wing it now and again, but thorough preparation is an amazingly powerful credibility builder Read More

To get into the proper mindset, re-read the title of this post in the most weepy, whiney tone you can imagine. Got that annoying eeeesssssshhhhhh feeling? Good. Because that’s the feeling I invariably get from sales managers and reps when discussing E-Rep for the first time Read More

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps Read More

Five years or so into my sales career I learned a lesson that still looms large in my brain. Here it is:

The best way to learn something is to be responsible for teaching it to someone else Read More

It took me just over a year to realize I was being coached. That’s how good Bob Barham was. His was the best coaching/learning model I’ve ever seen, and it’s absurdly easy to do Read More