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How To Explain The Need For Volume To A Salesperson We’ve all heard that sales is a numbers game. Those words flew out of the mouth of my first sales manager on an hourly basis as I slaved away in the sales pit at KLSY-FM in Seattle. But they meant very little until...

In 1989 in the sales pit at my first radio sales gig there was claim board where each of us thumbtacked our prospects for all to see. It was intended to keep us from stepping on each other’s toes in those days before the advent of CRMs (and computers on every desk,...

Are You Not Entertained? In one of the most memorable scenes from the first Gladiator movie the title character, Maximus Decimus Meridius (played brilliantly by Russell Crowe), has just vanquished a half dozen foes in the arena in the most brutal fashion imaginable....

It has been said that hope is the oxygen successful salespeople breathe. Hope is what gets them up in the morning, what helps them recover from a disappointment and persevere to the close. In fact it is not hope but rather optimism that carries them to the finish...

So we're clear, this is not a religious screed. It is a look into the power of language. And nowhere in the world is language more powerfully used than in faith traditions across the world. So I want to use a text that impacts three of the world's major religions as a...

Everything they told us about sales is wrong Sales is a four letter word for most of us. Salesperson. Close your eyes for a moment and draw the picture in your mind. Okay, now open them. Your picture probably looked like one of the guys waiting for you at the car...