The Simple System—The Fastest Way to Find Great Candidates
What’s the fastest way to find great candidates? You may already have access to them. Your current customers are often one of the best recruiting resources available. They know you,…
How to Build an Army of People Recruiting the Best for You
What if you did not have to find every candidate yourself? Imagine having dozens of respected people throughout your community who understood the type of employee you needed and actively…
Why Job Boards Won’t Help You Find Great Salespeople
If you’re relying on job boards for hiring salespeople, you’re missing many of the best candidates. Should you use job boards? Absolutely. But don’t expect them to be your primary…
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:…