Hiring “A” players is without a doubt a critical element in building and maintaining successful sales teams. We all want the absolute best talent we can get. However, in the end, our job when hiring is to build teams, not find the best talent. Finding the...
I love the success stories I get from people who’ve read Gap Selling. It’s a blast to read when people share their own personal success stories about how Gap Selling has changed their career, earned them the top spot in the company, helped them reach...
All Sales Training Is the Same, Right? You’ve experienced it. It’s the same old tired approaches to the same old sales challenges, with each company attempting to add their own little “twist” to make them appear different. They talk about...
As a person in sales leadership, do you have the guts to lead from the bottom up? Does your sales team feel safe coming to you with product problems, market concerns, and competitive challenges? Do you actively solicit the ideas and advice of your front line sales...
Continuing Your Gap Selling Journey with Execution In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start...
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