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Pre-hire assessment strategy

As Brian Fantana said in Anchorman: “60% of the time, it works ALL the time!” Recruiting and hiring top tier sales professionals is hard for so many reasons. Sooo many professional interviewers out there, less than truthful resumes (clutches pearls)...

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“Give me six hours to chop down a tree, and I’ll spend the first four sharpening the axe.” -Lincoln

If a 24 year career in sales and sales leadership has taught me anything it’s that most sales professionals like to do things on the fly. We don’t always take the time to plan and prepare in an intentional and...

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Let’s talk about engaging and equipping our sales teams

Let’s talk about engaging and equipping our sales teams. We’re coming off of a strange time. Training was likely limited to necessary product education and new roll outs. Collaboration may have dropped a bit with work from home, and more...

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Become the kind of person people want to do business with

Would you like to earn more money? I’ve learned a lot in my career in sales. Some things I learned the easy way, other things I learned the hard way. But there is one thing I know to be true....

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Rapport Building: The Miseducation of a Young Sales Professional, and How to Do it Right.

I moved to Indiana in the spring of 1996 from Cleveland, Ohio. I grew up in the suburbs and had very little experience with small-town/rural. I had gotten an entry-level job selling home security systems for the industry leader. I...