What Do Sales Professionals Care About?

Oct 18,2010 / Sales

The first answer to this question is: more than themselves. When you consider all the definitions of professionalism, they all …

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Content is Still King–Long Live the King

Oct 6,2010 / Clear thinking, Presentations

“Facts are stubborn things; and whatever may be our wishes, our inclinations, or the dictates of our passion, they cannot alter …

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Power: Why Some People Have It–and Others Don’t

Oct 3,2010 / Book reviews

Jeffrey Pfeffer is one of my favorite business writers, and unlike others who have been writing for a long time, …

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The Four PROs of Professional Sales

Sep 30,2010 / Sales

I’m working on a keynote I will deliver next month on the topic of sales professionalism. When I first accepted …

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Why Does Hooters Sell Dom Perignon?

Sep 28,2010 / Clear thinking, Presentations, Sales

I promise I will answer this question in this post, but first I would like you to do something. On …

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Selling in Tough Times

Sep 27,2010 / Sales

My friend John Spence is giving a speech today in Seattle to a group of salespeople and asked me to …

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