Category Archives: Sales

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The Great Sales Disconnect: Why We’re Weird About Salespeople

  Houston, we have a problem.   It’s not as dramatic as an out of control space capsule hurtling towards death.   But it does cause many people to abort what could have been a

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Stephen McHale - CEO Explorys

How to Use Your Noble Sales Purpose on TV – Demonstrated by Explorys CEO, Steve McHale

I’ve written extensively about why purpose matters.  It keeps you focused on your customers, it drives the top sales performance, it improves improve morale, and it ignites innovation. But here’s another benefit: A compelling Noble

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geoffrey james

How Biz Blab and Manipulative Language Erodes the Nobility of Sales (and why we have to stop it)

  What does the phrase “state of the art” mean to you?   How about “third generation?”   Does that get you jazzed? Probably not.   Yet this is the kind of meaningless language that

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Are Your Metaphors Ruining Your Relationships?

  I admit it; I’m a language junkie. I believe that words matter.   I was recently in a business situation that revealed how much our word choice can affect our relationships.   A major

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Businessman talking on cell phone

The Power of Uncertainty: How to become the most persuasive person in the room

  We know who they are. They’re the people who have such charisma and persuasiveness that their ideas get supported, their programs get funded, and they immediately engage friends, customers and colleagues alike.    What

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Reinventing You: Why Defining Your “Brand” Matters

  Do you have a brand?   The answer is yes. It doesn’t matter who you are, or what you do for a living, you have a brand.   Your brand is your reputation and

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3 Sales Leadership Takeaways – Health Industry Distributors Executive Conference

How many times do you attend a great presentation or conference packed with helpful information?  But then you neglect to implement what you learned? I make sure that doesn’t happen to my clients. I just

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Businesswoman in Front of Doors

Why You Shouldn’t Tell Your Boss Everything

  A family friend who worked at the White House said that one of the biggest challenges is deciding what to tell and what not to tell the President.   There aren’t enough hours in

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Why Other People Make It Hard To Get Things Done

It starts with a great idea. It’s exciting at the beginning. But then, as you try to implement it, your efforts aren’t greeted with enthusiasm. Instead you encounter apathy, resistance, and derision. Thus begins the

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evil-eye

What is the Poison Person Costing You?

What is the Poison Person Costing You?   Every organization has a poison person; some organizations have lots of poison people.   They’re the people who suck the energy out of projects, complain about routine

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Dorie Clark

Dorie Clark – 5 Things Top Sales Leaders Do Differently

Forbes contributor Dorie Clark shares five secrets of top sales leaders that author Lisa Earle McLeod has identified – and discusses what we can learn from them. Dorie is a former presidential campaign spokeswoman, is a

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