Matthew Dixon & Brent Adamson in their book “The Challenger Sale – Taking Control of the Customer Conversation” (a must read), talk about the gap between the sales person via … Continue reading A Widening Sales Talent Gap
WSJ in their Personal Journal section recently published an article on the HSP aka the Highly Sensitive Person. The HSP responds more intensely to experience than the average Joe. They … Continue reading HSP (Highly Sensitive Person) and Sales?
We in the sales world are always looking for the Holy Grail for the “close”. Some of us have read dozens of books offering solutions on the close. The how, … Continue reading The Closing Conundrum