Three techniques to listen better

I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just...

Should You Set Goals?

Goal-setting is one of those hallowed practices that belong in every leader’s arsenal. We’ve all heard that people who set goals are far more successful than those who don’t.  And every well-run business has a policy and a practice of setting annual...

Four ways to practice sales

“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.”           That...

Teaching Your Organization to Learn

Becoming a learning organization – gaining the ability for an organization and its people to change in response to the changing world around them — may be the ultimate success skill for the Information Age. For adults on the job, learning is synonymous to...