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The Path to Understanding 

“Seek to Understand Before Being Understood” – Stephen Covey (Mentor)   Are you taking the time to understand and align with your clients before you make your sales pitch? After my last post on the Five Steps for Building Trust, I noticed something that happens all too often in the world of sales and took […]

5 Steps for Building Trust

We’re in an amazing time right now. As tough as things are, there is still so much opportunity. A professional salesperson can provide a solution for where people are right now, but if you can’t build trust, you won’t succeed.  Most people right now are operating from what we call their “reptilian brain.” They aren’t […]

7 Myths Holding Sales Leaders Back

Free Webinar hosted by Vengreso and NASP We’ve teamed up with Vengreso to bring you this pitch-free webinar! Join us on January 24th at 2pm EST for the 7 Myths Holding Sales Leaders Back If you are a sales leader or sales enablement leader we’ll be discussing how to motivate your sales team to achieve […]

Sales Jobs: The New Frontier in a Down Economy

There’s a kind of tree which is the first to grow in the toughest soil. It’s the kind of plant which grows first after a forest fire, and is the first to establish itself in tough soil. It’s the plant that you see on the periphery of every forest, and it is a tough little […]

What Are the Core Messages of The 45 Day Challenge?

Three messages that are the core of the 45 Day Challenge – excerpt from Are You Up by Rod Hairston Core Message 1. Your unconscious physical and emotional habits are running your life — whether they are serving you or not. Core Message 2. You unconsciously created your emotional and physical habits through committed and […]

Do You Know Your Style?

One of the most important things a person can do is understand his or her influence style. We never consciously think about how we are being perceived when we are seeking to communicate, most of us have never been trained on how to congruently and effectively communicate what we want people to feel, understand and […]