Everything You’ve Ever Been Taught About Sales is Wrong
Article By this point, we’re well versed in the fact that universities do not teach sales, and most of us receive very little formal sales training from our organizations. That said, there are those among us who have received...
It’s Harder than Ever to Sell Professional Services
Article Moving right along through our list of the obstacles to selling professional services, we arrive at obstacle #4: it’s harder than ever to sell professional services. Okay, maybe you’re skeptical. You may ask, “Really,...
Nobody Wants to be a Salesperson
Article Okay, maybe somebody started out their career wanting to be a salesperson, but I haven’t found that someone yet. When you ask a kid, “What do you want to be when you grow up”, have you ever heard, “When I grow up, I...
Interviewing as a Gift
Article The ability to conduct a strong interview is, perhaps, the most important arrow in a consultant’s quiver. Shot with confidence and good intent, it pierces the awkwardness that naturally exists between two professionals...
