If a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish. That's because they are depriving possible future customers of the value they could receive. In this episode...

Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon that you never use in your world. That's what some salespeople do, and it kills sales. In this...

A very simple--but not always followed--principle is that those who expect to win, do so more often than those who think they don't have a chance. This applies to sports, and sales. Art shares a story about what George Brett had to say about this, and explains how it applies to all of your...