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Monthly Archives: August 2022

How the Window and the Mirror Affect Great Sales Leaders

Industry NewsBy Lance CooperAugust 26, 2022Leave a comment

Years ago, the best selling business book in the country was entitled Good to Great by Jim Collins. It still sells thousands of copies today, and it was about why…

How to Help Sales Reps With a Successful Change to Consultative Sales

CoachingBy Lance CooperAugust 19, 2022Leave a comment

In the past two weeks, I’ve flown out to Houston twice to talk with the sales reps for Daikin Comfort Technologies North America—formerly known as Goodman Air Conditioning and Heating.…

How to Increase Optimism in the Salespeople on Your Team

CoachingBy Lance CooperAugust 11, 2022Leave a comment

Here are some recent headlines: Business Wire: Economic optimism continues to drop—the economic optimism index is now 38.1% … with above 50% being optimistic and below 50% pessimistic regarding their…

The Greatest Leaders in the World Move the People They Really Know

Generational SellingBy Lance CooperAugust 5, 2022Leave a comment

Yesterday, I was in Houston for a two-hour presentation to the 60 reps for Goodman Manufacturing—recently purchased by Daikin and renamed Daikin Comfort Technologies North America. As I thought about…

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