Most sales training books are same old crap, different day. Sad but true. But every so often there is something that puts a whole new spin on what works and what doesn’t. Just recently the book Pitch Anything by Oren Klaff was recommended to me by my business coach who I meet with weekly. (Yes

Business is tougher than ever. More competition is coming every day. It requires a special type to succeed in sales in today’s environment. If your sales team isn’t made up of smart, innovative, outside-the-box types, you’re living on borrowed time. So how do you start to pick these smart people? Picking your best applicants from

Do you ever wonder why most sales hires end up failing? Here’s a quick true story and then a real client conversation: When I was a kid growing up in New York, my Dad, who was a monstrous baseball fan, signed me up for Little League.  I was 8 or 9. Signing up for Little

Last week I made a regularly scheduled Advanced Hiring service call to a General Manager of a radio station client. He told me he had fired a candidate he had run through the System. I wasn’t surprised in the least… It had been three months ago, when the Business Manager of the station and I

If the data is correct, more duds are hired for sales than studs. Most sales managers when given the task of hiring salespeople couldn’t pick a sales stud out of a stack of resumes if he or she bit them in the butt. We go on daily, thinking that nobody wants to work these days.