What is the appropriate boundary between being a boss and being a buddy? Use these seven tips to keep yourself on the right track.
Many mistakenly believe that being humble is a sign of weakness. We associate the word, “humility,” with other words that are unfair attachments to the true meaning of humility.
It was a great opportunity, double the salary I’d been earning and THE company everyone wanted to work for in 2006. I said “no” to the offer and started my own business instead. The offer, incredible as it was, didn’t fit the commitments I’d made in my personal life. Raising a special needs child, I’d
In a recent blog post for People First Productivity Solutions, Deb Calvert encourages reps to “obliterate” industry stereotypes. “You aren’t bound by sales stereotypes,” she points out. “You can choose different behaviors.”
B2B sellers are mostly missing the mark because they rely too heavily on tired sales techniques.
There are two leadership super powers no manager, influencer or high achiever can succeed without.
Sales-focused questions are one of four types of questions sellers should use with care during the needs-assessment phase of their sales process.
Paying attention. Being fully present. Actively listening. Staying in the moment. It matters a lot when you’re meeting with a buyer.
Sellers who have a strategic intent to meet buyer needs will ask questions to uncover those needs.
Throughout our lives, in every relationship and situation, people will judge what they see us doing no matter what it was that we intended or meant to do. In leadership, your credibility rides on this. Actions overshadow intentions.
Even if you represent a strong brand and product, you may need to work on seller differentiation in order to be positioned favorably in the buyer’s mind.