The Character of a Successful Salesperson

Are successful salespeople made or born?  It is the eternal question: the sales manager’s version of nature versus nurture.         While countless books and articles have addressed “what successful salespeople...

What is Success for a Salesperson?

“Success,” like “beauty” is a slippery term whose definition depends, in some significant way, on the perspective of the observer.  In this article, I unpack the definition of success for a salesperson. Check out this...

Pride, Humility, and Failure

Failure can be a powerful influence in building our character. In this podcast, we look at a couple notable failures and consider the relationship between failure and the powerful character traits of pride and humility.  This can impact your life and your career....

The Fine Line Between Perseverance and Self-Delusion

There is a fine line between perseverance and self-delusion. Understanding that difference can mean the difference between years of frustration on one hand, and success and fulfillment on the other. Here are some tips on making the distinction.   Check out this...

7 Ways to Effectively Deal with the Competition

While we can’t change the competition, we certainly are responsible for our attitudes and behaviors toward the competition.  What we say and how we act about the competition can have a daily bearing on our bottom lines.  Here are seven specific tactics...

When Should I Give Up on An Account?

“When do you give up on trying to see an account?”  There is no one definitive answer, but there are six specific practices that you can apply to gain that first meeting with a prospect.   Check out this...