March 27, 2021

In a recent call with a prospect, the question of “outsourcing the sales function” came up. Rather than answer the question directly, I asked him what he meant by that. He proceeded to tell me that he had read how some companies are outsourcing everything, including their sales effort. However, he said, from his perspective

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March 8, 2021

Most companies have one thing in common when they hire salespeople. The Number One tool they use to screen sales applicants is… The résumé or LinkedIn profile Have you been burned enough times yet by the Perfect Résumé or LinkedIn profile?

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March 1, 2021

Sales organizations around the world continually fail to recognize the impact of understanding the 80/20 rule. The top 5% of of sales people produce seven times the sales of their average performer. And the top 40 sales people in our team of 200 produce and here is the 80/20 rule 78% of the total sales revenue.

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February 22, 2021

Want to recruit Quality Salespeople? Sales managers hire duds who “handled themselves well in the interview” but are disappointed,. Here’s how to avoid “Oh yuck!”

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February 15, 2021

Can DISC profiles explain why some couples, like my wife Leah and I, have stayed married for 43 years? Or why other couples “throw in the towel” long before “death do us part?” Having learned to read DISC styles has helped us stay together.

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