What Does It Mean to Sell Today?

What Does It Mean to Sell Today?

Every once in a while, I publish a guest article from one of my colleagues. I’m in a mastermind group with 52 other sales authors/consultants from around the world. One of those members is my good friend, Mark Hunter, who just released a new book called A Mind for...
How Can You Sell Your Way Out of This Crisis

How Can You Sell Your Way Out of This Crisis

The crisis in which we now find ourselves is wide ranging and unprecedented. Nobody can predict with 100-percent certainty how it will play out. But we can study other historical crises and draw inferences as to how sales professionals can weather this storm and set...
Risk Taking and Sales Success

Risk Taking and Sales Success

One morning in 1948, Michael Hernan opened his mailbox and found a letter that must have stirred up some emotions and sparked memories of his youth. Hernan was then a 71-year-old retired fire department captain, who was enjoying his golden years. Earlier in life, he...