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Sorry, Robert Frost fans. I’m not taking the road less traveled in 2024, I’m taking the road less stupid. How so?

How many candidates do you want to interview for one open position? Is 10 too few? 100 too many? Try rethinking your candidate[…]

The first principle of persuasion, “liking,” is based on the idea that people prefer to work with those they like. How can you[…]

Who are your best customers or clients? Are they the ones with a flawless history, or did you ever encounter trouble so extreme that[…]

“What is your favorite sales program or book?”, I ask every sales candidate I interview. I’m sad to hear the typical responses. How[…]

Every three or four years, I run a compensation survey on sellers of information technology. I do it because I can’t find industry-specific[…]

Someone asks “what business are you in?” Most people give an answer like. “We provide ABC solutions to customers in the XYZ space[…]

Here are some thoughts about the value of adversity in our success.

Does your team have the blues? Time to serve up an Angel’s Cocktail! What’s that?

All the gurus teach you to start your sales outreach at the top of an organization, and then work your way down. “C-Level Selling”. Yet[…]