Psychology

Over my long career meeting tens of thousands of salespeople, there are 2 types: The Service-Centric The Consulting-Centric Let’s see the difference by looking at how each would handle the same situation. Topic Service-Minded Consulting-Minded Customer emails a list of

As we have all experienced, there are many aspects of our jobs and lives we simply have little to no control over. That was very evident in the Recession of 2008-2010.  Tactics, strategies and styles employed when the economy was

When you’re in the thick of the sales world, you quickly realize it’s not just about having the gift of the gab or knowing your product inside out. No, it’s about something deeper, something that really makes a standout sales

For most of us selling a solution (whether a product or service), we have come to expect a long, often drawn-out, sales cycle before the yes or no verdict...

Let’s be honest, a career in sales is generally unplanned. We didn’t stand up in front of our Grade 1 class and announce our intentions to be salespeople...

There is a never-ending sequence of tasks, milestones, steps, and processes that represent the day in the life of any job or project, regardless of your role.

Imagine you are from another planet, about to embark on a journey to Earth to meet this creature called Humans.