A recent article by Peter Leyden (1) made the case that this political and economic turmoil we are experiencing is part of a very predictable 80-year cycle. It seems that every 80 years or so, the US goes through a time of shaking and re-setting, where a new order of...
In my twenty plus years of educating sales people, I have encountered tens of thousands of sales people. The vast majority of them want to do better. They want the benefits of greater success: Increased income, greater respect from their peers and managers, and...
Some time ago, one of my clients challenged me to record the 20 most important lessons I’ve learned. After a great deal of reflection, I eventually came up with 25. This is one. Most people don’t think deeply. I know that sounds harsh and doesn’t sit well with many...
Best practices for salespeople? One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that...
In the ever-evolving landscape of sales, there exists a luminary who stands at the forefront of industry evolution – Dave Kahle. He is a renowned expert in sales leadership, coaching, and systems thinking. Beyond the titles of trainer, consultant, sales coach,...
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