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Part of managing a sales team is inspiring it to reach new heights of performance, just as an athletic coach might do. The similarities between coaching a sports team and managing a sales team are remarkable. Read More

Hospitals are noisy places. Some patients, like me, are light sleepers. Put noisy places and light sleepers together and you have a potential disaster. I would have paid just about anything out of my own pocket by the morning after my first night's stay if someone would have guaranteed me Read More

Get your week going with a little inspiration! I've always enjoyed listening to people who have a great message to share. I'm including the lyrics so you can follow along. Read More

The difference between being number one or two in a given sector often comes down to having a vision, a plan and the guts to execute. Read More

When faced with foreign languages it easy to focus on the speaking half of communication and to forget about the listening half. But the listening half of the communication is very important. Most people first learn how to show respect when speaking, but there is also an art is listening with respect. Read More

When you are not aware of the complexities that cultural differences can create it is easy forget to try to show appropriate respect to others. When people do not realize that they need to make an effort to adjust their attitudes they can appear self-centered. Read More

There are cultural differences in expectations on how to show self respect... but a lack of self respect combined with other cross-cultural pitfalls can compromise good cross-cultural communication. Read More

Contest time, here is an opportunity for you to complete this scenario based on a real life challenge. Please read carefully, including the rules, and give it your best. Enjoy and good luck. Don't forget, once you enter, get your friends lined up and ready to vote. Read More

Will your business be one of the 56% that fail within the first five years? That will depend a lot on whether you can overcome your fear of selling... Read More

We hear it all the time, “You have have to build value.” Ok— I get that— but how? Most people think that building value is dependent upon statements the sales person makes. Strategic word tracks and value based concepts are important coming from the seller, but what if we could get these value building ideas coming from the buyer... Read More