What do you experience when you hear the word, “Cancer,” and it’s dreadful significance enters the life of a friend, colleague or family member? Do you socially distance yourself? Do…
If you recruit for salespeople, did you know that the “evidence from more than 100 years of research indicates that conscientiousness is the most potent non-cognitive construct for occupational performance?”…
You hear it all the time in organizations these days, especially around firms trying to grow: “We realize that we are losing people to a competing firm with a better…
What’s the purpose of a salesperson? To sell widgets? To sell them above a magic number? Years ago I attended a luncheon and remember a speaker who had a dramatic…
What does finding salespeople today, who can sell, have to do with Rudy? In the movie, Rudy, a true and inspiring tory about Daniel “Rudy” Ruettiger, a boy hears from…
From Ulysses to Gandhi to Wonder Woman to Joan of Arc, these historic figures were known for legendary strength, leadership and courage. Each of them led the resistance or the…
Yesterday we turned over big rocks on my farm. As they flipped, I watched my grandsons react to the worms and other creatures found in the dirt behind them. As…
There is an old story that offers one explanation as to why the rich keep getting richer, and the poor stay poor. The story teaches, “To the ones who accept…
At present, I provide directional and moral support to someone who runs a 30 million dollar division of a national company. Many difficulties hammer his optimism as I watch him…
This What Happens When Character Multiplies Genetics! For tremendous rewards in sales performance, which sales candidate do you want to hire from the three below? The smartest The most persuasive…
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