Why You’re Always Short on Finding Good People to Work for You
If it feels like you’re always short on good people, you’re not imagining it. Just when your team begins performing well, someone leaves, underperforms, or you suddenly need to hire…
The Best Research Proves That We Recruit Character First
When companies hire salespeople, they often focus on personality, confidence, or communication skills. But research continues to point to something deeper as the true foundation of long-term sales success: character.…
How to Find the Best People Who Succeed at Selling for You
One of the biggest frustrations sales leaders face when trying to find the best sales candidates is simple: “I can’t find enough good people.” Finding salespeople who can truly sell—who…
Why Deadline Motivation Exists in the Best Reps
When hiring and coaching top salespeople, one personality trait consistently stands out—Deadline Motivation. This trait reflects a person’s natural drive to move conversations forward and achieve results quickly. Understanding Deadline…
The Real Number One Reason Deals Stall and Kill Sales
Most stalled deals are not about price.They’re about fear. Price is often the excuse customers use when they don’t feel ready to move forward. Research in sales psychology consistently shows…
How Generic Presentations Kill High Sales — and Even Brands
Customers don’t buy products.They buy solutions to their specific problems. Yet most sales presentations sound exactly the same. Same slides. Same features. Same order. Whether the product costs $2,000 or…
Why Poor Salespeople Talk Too Much — and Lose Sales
One of the most common mistakes in sales—and in relationships—is talking too soon. Many salespeople believe discovery means:“Ask a few questions… then explain.” But real discovery means something very different:…
How to Build Rapport and Trust in Sales: The Hidden Science
The first few minutes of a sales conversation determine almost everything—not because of what’s said, but because of what’s felt. Before logic ever enters the picture, customers subconsciously ask three…
Why Consultative Selling Beats Persuasion and Helps People
When most people think of great salespeople, they picture someone persuasive—confident, quick-witted, and convincing. But the top-performing reps—the ones who close consistently and build long-term relationships—don’t start with persuasion. They…
6 Traits That Predict Top Salespeople—30 Years of Research
Most companies think they have a hiring system: job ads, interviews, maybe a personality test. But few systems are based on science—and it’s costing them. 📉 High turnover📉 Missed quotas📉…