Why Asking for Help Isn’t a Sign of Weakness

Why Asking for Help Isn’t a Sign of Weakness

You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. (Definition, informal: a weak, cowardly, or ineffectual person; a wimp.) It felt like...
For Salespeople, Trust Matters Most in Times of Crisis

For Salespeople, Trust Matters Most in Times of Crisis

Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the...
Pick Up the Damn Phone and Have Sales Conversations

Pick Up the Damn Phone and Have Sales Conversations

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. The phone works. It doesn’t crash, and we know how to use it. So, pick up the damn phone and have...