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The other F word
Let’s talk about empathy
📣 Join the inaugural class of Selling School. A 6-week intensive learning experience for uninspired account executives who want a proven human-first approach to increasing win rates and commission checks Learn more here. Along with “value,” I believe that...
What are your core sales values?
What are your core sales values? How are they reflected in how you sell? As head coach of the Golden State Warriors, Steve Kerr has built a team that has achieved great success, including winning four NBA championships. Kerr has built his teams on four core values:...
Can you count on you?
Break the damn rules
Looking for the motivation to really succeed and live up to your potential? Then you have to break some damn rules. Every top sales professional I’ve worked with, shared that common trait. They broke the “rules.” I’m not talking about ethical violations. I’m referring...
Soft skills are essential skills
We have it all backwards in sales. The hard sales skills are the easiest to learn and become proficient in. The so-called “basics,” or “soft” skills, take a lifetime to learn and master. I call these the Essential Skills because they’re essential to how you...